October 2014 Wisconsin Independent Agent Magazine

wisconsin

INDEPENDENT AGENT OCTOBER 2014 NSORS SIVE COMPANY SPO IIAW 2014-15 EXCLU

n o i t a i c o s s A y b Growth

The things people care about the most are the things they just

can’t afford to lose.

Most people are looking to save money any way they can. Especially on things they can’t even see. Like insurance. But inferior insurance is just plain useless.

That’s why a policy from West Bend makes sense. If your customers’ property is damaged or destroyed, they can count on West Bend’s fast, friendly, and professional service to get them back where they belong.

And as an Official Supplier of The Silver Lining, it’s backed by your knowledge and experience.

West Bend. Insurance your customers buy when they can’t afford anything less.

wisconsin

INDEPENDENT AGENT OCTOBER 2014 Eric Schwartz, Editor

IIAW 2014-15 Exclusive Company Sponsors . . . . . . . . . . . . 4 Open Door Policy Voting, Perpetuation & Motor Vehicle Records . . . . . . . . . . . . 21 Technology 4 Insurance Marketing Tips (Technology Version). . . . . . . . . 23

On The Cover…

Marketing Minute Digital Beats TV & Humans Still Matter. . . . . . . . . . . . . . . . . . 25

Company Sponsors in Wisconsin

Virtual University Windstorm Vs. Falling Object. . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Commentary From Counsel New Member Benefit: Agency Perpetuation. . . . . . . . . . . . . . 28 Errors & Omissions E&O Policy Changes. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31

Twice a year we feature our Exclusive Independent Agent magazine as a way to show our appreciation and thank them for their support of the Association and the independent agency channel. We couldn’t do what we do without them.

This year we changed it up a bit by allowing the Sponsors to submit articles, ads, infographics and the usual profiles

Government Affairs Make Your Vote Count On Nov. 4th. . . . . . . . . . . . . . . . . . . . . 35

as a way to tell their story. Have a look.

Focus On Content Going Mobile. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

begin on page 4.

The 2014-15 Exclusive Company Sponsors

Independent Insurance Agents of Wisconsin 725 John Nolen Drive, Madison, Wisconsin 53713 Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com Executive Vice President - Matt Banaszynski 2014-2015 Executive Committee President..................................................... John Wickhem P.O. Box 1500, Janesville, 53547-15 President-elect................................................. Steve Leitch P.O. Box 85, River Falls, WI 54022 Secretary-Treasurer........................................ Matt Weimer 100 North Corporate Drive #100, Brookfield, WI 53045 Chairman of the Board................................. Dave Dunker P.O. Box 443, Brookfield, WI 53008-0443 State National Director................................. Linda Steiner 555 Main Street #320, Racine, WI 53403 2014-2015 Board of Directors Mike Ansay 101 East Grand Ave. #11, Port Washington, WI 53704 Mark Behrens 555 Main Street #320, Racine, WI 53403 Jason Bott 330 East Kilbourn Avenue, Milwaukee, WI 53202 Gerald Couri 379 West Main Street, Waukesha, WI 53186 Mike Farrell 1300 S. Green Bay Rd., Racine, WI 53406 Chris Hanson 5601 Grande Market Drive, Appleton, WI 54913 Lise Meyer Kobussen P.O. Box 633, Sauk City, WI 53583 Brian McClone 505 North Westfield Street, Oshkosh, WI 54902 WISCONSIN INDEPENDENT AGENT

Jeff Rasmussen 525 Junction Road, Madison, WI 53717 Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236 Darrel Zaleski 4233 Southtowne Drive, Eau Claire, WI 54701 2014-2015 Committee Chairs Agency Operations........................................ Kim Dandrea 1300 South Green Bay Rd. #100, Racine, WI 53406 Automation/Technology................ Cathleen Christensen P.O. Box 949, Fond du Lac, WI 54936-0949 Emerging Leaders....................................... Janelle Higgins 6200 Mineral Point Road, Madison, WI 53705-4504 Employee Benefits.............................................. Tim Bever 555 Main St. #320, Racine, WI 53403 Finance & Compensation............................. Matt Weimer 100 North Corporate Drive #100, Brookfield, WI 53045 Government Affairs........................................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045 Industry Relations........................................ Kevin Murray 525 Junction Road, Madison, WI 53717 Marketing & Membership Development............ Jeff Thiel P.O. Box 1610, Waukesha, WI 53187-1610 Smaller Agencies..................................... Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236 Technical.................................................... Mark Truyman P.O. Box 6 , Seymour, WI 54165

> OUR ADVERTISERS AAA................................................................. 42 ACUITY Insurance............................................ 43 Applied Underwriters.........................Back Cover Badger Mutual................................................. 34 Burns & Wilcox................................................ 36 Capital Remediation........................................ 38 EMC Insurance................................................. 38 Exclusive Company Sponsors............................ 4 Guard Insurance.............................................. 27 IIAW Continuing Education.............................. 40 Insurance Associates of America.................... 32 Northern Underwriting Managers................... 30 Partners Mutual.............................................. 34 Pekin Insurance............................................... 34 Robertson Ryan.............................................. 35 SECURA Insurance........................................... 22 SFM Insurance................................................. 25 Society Insurance........................................... 20 The IMT Group................................................. 39 West Bend......................................................... 2 Western National............................................. 29 Wilson Mutual.................................................. 28 OCTOBER 2014 | 3

AAA Wisconsin, a member of the Auto Club Group Location of Company Headquarters: Madison, WI Founded: 1902 Officers: Chuck Podowski, Chief Executive Officer

Terry McElroy, ACG Executive Vice President

John Tomlin, ACG Chief Operating Officer

Robert Jacobson, ACG Chief Underwriting Officer

Steve Brown, Senior Vice President

Steve Wagner, President - ACG North Field Operations

Fausto Martin, Vice President and Chief Claim Officer

Victoria Hanson

Products Company Specializes In: The Auto Club Group Insurance Co. and Auto Club Insurance Association underwrite the insurance offered by AAA Wisconsin, which is part of the Auto Club Group, the largest affiliation of AAA clubs in the Midwest and South with more than 9 million members in 11 states. We offer personal lines auto, home, umbrella and recreational vehicle products. Through our affiliate, AAA Life Insurance Company, we also offer Term, UL, Whole Life and annuities. Our Independent Agents also sell the safety and security of our AAA membership. The membership offers 24-hour emergency road service, exclusive member discounts of up to 20 percent or more on hotels, dining, shopping, free maps, and discounts off of auto and home insurance.

Outlook For The Company’s Future AAA has a new Regional President in Wisconsin, Victoria Hanson, who took the reins in July upon the retirement of Tom Frymark.

Victoria, who has been in the insurance industry for over 25 years and most recently served as the Assistant Vice President for AAA Minnesota/Iowa, now leads AAA’s operations in a state that boasts nearly 627,000 members. AAA ranks as the 10th largest writer for both personal automobile and homeowners insurance for Wisconsin, with over 165 independent agencies carrying its products. Under Ms. Hanson’s leadership, AAA Wisconsin is committed to maintaining “best in class” service in all business lines,

4 | OCTOBER 2014

Victoria Hanson, Regional President, Wisconsin Heidi Nienow, Regional Sales Director, Wisconsin

and will focus on always doing what is right for AAA’s members, customers, communities and employees. AAA values its brand and will continue to work towards building strong partnerships with our independent agents, as well as further our commitment to public service and traffic safety. AAA is committed to the independent agency distribution channel.

Other Comments AAA is the insurance industry leader when it comes to advocating for the motoring public. Since AAA was formed on March 4, 1902, the organization has been campaigning for better roads, safer automobiles and uniform traffic laws and signage. Today as one of the largest membership organizations in the nation, we continue to advocate for all motorists, from our youngest citizens and the need to keep them secure in car seats, to our teen drivers in our driver training classes, and to our seasoned drivers and their desire to remain mobile for as long as safely possible. We are also proud of the fact that AAA is the largest leisure travel agency in the country.

Company Website: AAA.com

WISCONSIN INDEPENDENT AGENT

COMMITTED TO INDEPENDENT AGENTS, ACUITY ROLLS OUT NEW PRODUCTS AND PROGRAMS TO HELP PRODUCERS SUCCEED ACUITY has grown to become the 62nd largest P&C company in the nation—nearly quadrupling its written premium since 2000—by offering products, pricing, and service that make it easy for independent agents to do business. But continued growth requires continued innovation, and ACUITY is committed to finding even more ways to help agents succeed.

“Over the past 12 months, we have rolled out new programs aimed directly at helping independent agents grow their business in a competitive marketplace and strengthen their partnerships with us,” said Ben Salzmann, President and CEO. Those programs include Lead Generation, Bis-Pak Manufacturing, ACUITY U, and Co-Branding.

Lead Generation With ACUITY’s Lead Generation program, agents receive leads on personal lines prospects who are interested in obtaining insurance through ACUITY. Consumers follow a link at acuity.com to obtain a personal auto quote. Based on the information entered and ACUITY’s robust pre-fill capabilities, potential customers are presented a price for coverage. As part of the quote process, consumers choose an independent agent to do business with, guided by the same “Find an Agent” function that is currently on the company’s website. Once a selection is made, an email is sent to the chosen agency advising of the lead.

“ACUITY’s Lead Generation program lets independent agents maintain the important consultative process that should be part of an informed buying decision on the part of insurance consumers,” said Ed Felchner, Vice President - Personal Lines and Marketing.

In addition to the broad coverages of the Bis-Pak form—including actual loss sustained on business income—ACUITY offers a new Manufacturer’s Property Enhancement Endorsement. This endorsement can be purchased with ACUITY Advantages or ACUITY Enhancements and offers over a half-dozen important coverages for an annual premium of just $250.

ACUITY’s program is unique compared to other companies’ online quote programs because ACUITY doesn’t compete with independent agents.

Agents are paid full commission on any leads they write and retain all the renewal rights on those accounts, no different than if the quote had originated in their office.

“ACUITY’s new Bis-Pak Manufacturing program is one more way we are making it easier for agents to do business with us,” said Ed Warren, Vice President - Commercial Lines. “We want to be agents’ go-to company for all our target classes of business, including manufacturers.”

“The question agents should be asking is why other companies choose to undermine their agents by creating alternative distribution channels or paying agents less commission on certain accounts,” said Wally Waldhart, Vice President - Sales and Communications.

ACUITY U ACUITY U represents an unprecedented commitment to offering education to agents and policyholders. Through online videos, in-agency courses, webinars, and other resources, ACUITY provides an extensive array of informative and instructional content at absolutely no charge.

Bis-Pak (BOP) Manufacturing ACUITY’s new Bis-Pak (BOP) Manufacturing program provides agents a product that is tailored to the needs of machine shops, cabinet makers, tool and die companies, and many other types of small- to medium-sized manufacturers across the country. A true businessowners policy, complete with all the features agents expect in a BOP, Bis-Pak Manufacturing has broad eligibility and is easy to rate—even online. And, it’s backed by a company that focuses on manufacturers and offers the loss control, claims, and other services those businesses need.

Best of all for independent agents: ACUITY U provides the opportunity to earn CE credit. It’s no wonder that thousands of agents have taken advantage of the program and completed course exams to earn credit.

Continuing education videos introduced over the past year at ACUITY U are unlike anything else offered in the industry, bringing to bear all the production resources of a professional film studio. Current titles include Anatomy of a Super Claim, Ethics: Three Agents in Prison, Inside a Commercial Underwriter’s Head, and Inside a Personal Underwriter’s CONTINUED ON PAGE 19

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 5

Anthem Blue Cross and Blue Shield has expanded its Blue Priority network Eight participating health systems leading the way in transforming how health care is delivered.

Aspirus

HIGH-­EFFICIENCY

HIGH VALUE

Aurora Health Care Bellin

According to Health Affairs, a third or more of the annual health care spending in the United States – or $690 billion – may be wasteful, with unnecessary costs being driven by factors such as a lack of care coordination, overtreatment, and administrative complexity.*

Children's Hospital Gundersen Meriter ThedaCare

HEALTH CARE

Blue Priority network is addressing these issues head-­on by breaking down

longstanding divides between its participating provider systems and the health insurer in order to improve the

quality of health care delivered to patients.

Efficiencies & savings achieved through:

UW Health Blue Priority network providers: Use electronic medical records to actively manage patient cases Engage in proactive quality initiatives within their system

Utilize data-­driven metrics to allow for the identification of best practices, comparative effectiveness measurement and peer evaluation

Right care.

Right place.

Right time.

Exchange data electronically between provider and Anthem BCBS Reward doctors for value and outcomes versus volume of services provided

Helping those in good health stay healthy.

Providing individuals with chronic disease management.

Driving health improvements through preventive care & appropriate interventions.

To learn more about how Blue Priority can help re-­prioritize your company’s health care, contact your Broker or visit www.anthem.com.

Have health system leaders committed to driving change and identifying efficiencies

Anthem Blue Cross and Blue Shield is the trade name of Blue Cross Blue Shield of Wisconsin (BCBSWi), which underwrites or administers the PPO and indemnity policies;; Compcare Health Services Insurance Corporation (Compcare), which underwrites or administers the HMO policies;; and Compcare and BCBSWi collectively, which underwrite or administer the POS policies. Independent licensees of the Blue Cross and Blue Shield Association. ® ANTHEM is a registered trademark of Anthem Insurance Companies, Inc. The Blue Cross and Blue Shield names and symbols are registered marks of the Blue Cross and Blue Shield Association. Additional information about Anthem Blue Cross and Blue Shield in Wisconsin is available at www.anthem.com. * Source: “Health Policy Brief: Reducing Waste in Health Care,” Health Affairs, December 13, 2012.

The RighT Mix Austin Mutual Insurance Company’s rich tradition and strong Wisconsin presence set us apart from other property/casualty carriers.

As a member of super-regional The Main Street America Group, we are committed to providing you with a full suite of commercial lines, personal lines and fidelity/surety bonds products that are competitive in the marketplace.

For more information about Austin Mutual’s wide array of products for your customers, please contact Wisconsin field sales representative Clint Collins at (920) 252–1316 or CollinsC@msagroup.com

www.msagroup.com

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 7

THE HANOVER

BY THE NUMBERS ...

1

st

company to write auto insurance in Michigan, birthplace of the American auto industry

2 million +

individual and business policyholders insured worldwide

700 tons of paper,

30+

15 tons of cardboard, 40 tons of

industries in which The Hanover has deep industry expertise and specialized coverages

batteries, and 1.3 tons of electronic equipment recycled last year

514

The Hanover’s rank on the Fortune 1000 list

on its Worcester campus is offset by certified wind energy

OF THE

of claimants would recommend The Hanover to a friend

5,000+ employees around the world

200,000 + claims paid each year

of Hanover employees participate in the annual United Way campaign

years old — making The Hanover older than the telephone, bicycle, zipper, radio, crayon, yo-yo, bubble gum, television and more

CREATING GREATER VALUE.

701-0743 (8/14)

© 2014 The Hanover Insurance Group, Inc.

1

OF TH E

LARGEST

property and casualty insurers in the United States

85%

. . . A DDS UP TO

hanover.com

over the course of its 160-year history, demonstrating leadership sta-

SELECTED AGENTS

bility

40 93%

oldest companies listed on the New York Stock Exchange

have led the company

ACROSS THE C O U N T RY

100% of electricity used

1

2500 16

presidents

70

local offices across the United States

INTEGRITY INSURANCE Location of Company Headquarters: Appleton, WI Founded: 1933 Officers: Jill Wagner, President

Scott David, Vice President — Sales & Marketing

Brent Hammer, Controller & Corporate Financial Manager

Steve Klingemann, Vice President — Personal Lines

Christian Martin, Vice President — Claims

Tim McAdow, Director – Marketing & Strategic Planning

Andy Ott, Vice President — Commercial Lines

Katey Smith, Vice President — Human Resources/Administration Integrity Insurance — A Partner of Choice Integrity Insurance, along with our network of Independent Agents, consistently provides high-quality service to our customers.

Our brand promise is focused on service, trust, relationships and a commitment that our decisions and interactions will provide the ultimate customer experience – the way it should be®. Integrity is focused on supporting the growth of our agency partners, helping them to diversify their risk and build successful relationships with policyholders.

We believe delivering outstanding service – whether it be formalizing a consultative business model with our agents or processing claims for our insureds – is the key to our success.

We’re rated “A” (Excellent) by A.M. Best and in partnership with Ohio-based Grange Insurance, a $1 billion insurance provider. The affiliation with Grange is in the thirteenth year and continues to drive high value for agents and policyholders served by the entire enterprise. When you deal with Integrity, we’ll take care of your needs today and we’ll be here for you tomorrow.

Commercial Lines — Best in Class We continue to write the best in class in almost any segment with underwriters ready to take your call. Due to the success of our field underwriter program, we’ve increased our personnel to reach out to more agents, making it even easier to do business with Integrity.

We continue to offer unique products, such as our XPanded Premier® Policy (XPP) for Manufacturers, Wholesalers, Building Owners’ and Mercantile & Services. XPP offers customized, flexible coverages to ensure you’ll have the right coverage, at the right price. Integrity introduced a best-in-class Business Owners Policy enhancement in March of 2013. BusinessAssure® opens up many new business opportunities for our agents. With easy and intuitive access to quoting, competitive rates and 400+ classes, BusienssAssure has been the product of choice throughout our WISCONSIN INDEPENDENT AGENT

Jill Wagner

agency force, significantly boosting segment performance in 2014.

Integrity’s Loss Control representatives each boast over 29 years of experience in the industry and are well equipped to work with agents and insureds to help prevent losses that have an adverse impact on their business operations. Loss Control representatives are able to conduct onsite inspections and job-site surveys to identify loss drivers, assist in the development of workplace and fleet safety programs and offer OSHA compliance information.

Personal Lines — Ease of Doing Business with a Personal Touch Agents look to us to provide products and coverages they can offer their clients to attract and retain customers. And they can do just that with IntegrityOne®, our “package” policy. This policy provides enhanced coverage, additional discounts and customer convenience. Further enhancements have been implemented since introduction, making this a premier product for customer satisfaction and agency retention.

Meeting the needs of a diverse client base is important. That’s why we offer PinPoint® products targeting a broad auto and home market, including renter and condo owners to help you increase sales. Try Integrity’s non-standard auto product called Passport® — it’s easy to quote, features low-cost coverage with low down payment options.

With suggestions from our agency partners, we are rolling out an enhanced PinPoint product in 2014 that includes a fresh new look and adds features that are focused on Integrity’s Ease of Doing Business® approach that integrates electronic options such as policyholder quote email from the system and responsive quote option generation. Agents are pleased with these new features and excited about the technology Integrity brings to the business development process.

CONTINUED ON PAGE 21

OCTOBER 2014 | 9

IT’S  THE  SIMPLE  THINGS  THAT  DIFFERENTIATE  US  FROM  OUR  COMPETITORS. WE ARE A STRONG MIDWEST REGIONAL CARRIER THAT VALUES OUR RELATIONSHIPS WITH INDEPENDENT INSURANCE AGENTS.

TECHNOLOGY Â IS Â OUR Â STRONG Â SUIT

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HISTORY  AND  FUTURE ' &'%- % %-' / () ' ) $ %-' "%$ 3 () () ()%'1 ( / . $ % $ business  since  1884.  When  you    ) $! %

'%-&3 1%- $ sure  it  is  a  stable  company  with  an  1 %$ ) & () $ ! $ ( $( %' ) -)-' 4 / "" %$*$- )% " . -& )% %-' ("% $3 6 %''1 Free  with  IMT!�

FINANCIAL STABILITY IS ONE OF OUR STRENGTHS AND BOTH COMPANIES ARE RATED ‘A’ (EXCELLENT) BY A.M. BEST. The  IMT  Group IMT  Insurance  Company Wadena  Insurance  Company 4445  Corporate  Drive  West  Des  Moines,  Iowa  50266

WWW.IMTINS.COM Local  independent  agents  interested  in  WWW.AMIWORRYFREE.COM learning  more  about  The  IMT  Group’s  products  can  contact  Ma Casey  at   (800)  274-­�3531,  ext.  897.

WWW.IMTINS.COM

PROGRESSIVE INSURANCE Location of Company Headquarters: Mayfield Village, OH Founded: 1937 Officers: Glenn Renwick, President & CEO

John Barbagallo, Commercial Lines President

John Sauerland, Personal Lines President Products Company Specializes In: Progressive is the number one writer of auto insurance through independent agents, with a network of more than 35,000 agents.

Progressive is a leader in commercial lines and special lines, with coverages for motorcycles, all-terrain vehicles, boats, snowmobiles, personal watercraft and RVs. Additionally, umbrella and homeowners products are available for preferred customers at competitive rates.*

John Barbagallo

Outlook for the Company’s Future Progressive provides innovative solutions for customers and agents.

Snapshot®, the industry’s leading usage-based insurance program, offers drivers personalized rates and discounts for safe driving.

Customers can even test drive Snapshot to see if they can save with the program before switching carriers.

Progressive continues to offer industry-leading technology, exceptional claims service, online and toll-free customer referrals to leverage its highly recognizable national brand. Continual progress through hard work and dedication is at the heart of Progressive’s culture. Progressive shines a light on other progressive-thinkers who are making things a little better in its Apron Project campaign. Because what does an apron have to do with insurance? For Progressive, everything. Learn more about Progressive’s Apron Projects at http:// at.progressive.com/apron-projects.

John Sauerland

Company Website: www.ProgressiveAgent.com *Progressive Home Advantage is underwritten by American Strategic Insurance and is available on a limited basis.

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 11

QBE REGIONAL INSURANCE Location of Company Headquarters: One General Drive, Sun Prairie, WI 53596 Founded: 1925 Officers: Roger Droste, Senior Vice President, Midwest Region

Scott Cummins, Branch Vice President, Sun Prairie

Roger Kaland, Branch Vice President, Milwaukee Scott Cummins and Roger Kaland

Products Company Specializes In: QBE has partnered with Wisconsin’s independent agents to meet the needs of main street and personal lines clients for over 80 years. With local management and claims handling, the company is represented by over 275 agents across Wisconsin and has developed commercial and personal lines products to protect consumers’ most important assets.

Commercial Lines: From small storefronts to high-value multilocation corporations, QBE’s US Middle Market Division provides insurance protection across a wide spectrum of Wisconsin properties.

We leverage our Underwriting Expertise, Loss Control, Products and Services to make it possible. Our experts see opportunities where others don’t, looking at every way to contribute to your success. In fact, our understanding of risk and ability to manage it better gives your customers the reassurance they need to be successful. Our FlexBizSM program includes coverages, limits and extensions to meet the needs of over 400 classes of business.

Personal Lines: QBE offers products to meet the needs of almost every household in Wisconsin. The introduction of a new processing system has improved agency efficiency and is the foundation for our FlexAutoz and FlexHomeSM products. In addition, our Crowne CondominiumSM product has been designed and priced to offer superior features and protection compared to a standard HO-6.

Outlook for the Company’s Future As a member of QBE North America, with gross written premium of $5.85 billion in 2013, the company offers Wisconsin agents financial strength, stability and access to additional products and markets through other QBE member companies. These include NAU, the third largest crop insurer in the US, QBE Aviation, QBE Programs and in the near future, QBE Specialty. QBE continues to maintain the local presence, approachability and individual service agents have come to expect from us. We are committed to maintaining healthy products that are open for business, enabling Wisconsin agencies to quote and close more customers, with confidence.

Other Comments QBE has insured Wisconsin autos, homes and businesses since 1925.

Our heritage continues with QBE Insurance Group Limited, one of the top 20 insurers and reinsurers worldwide, with operations in all key global insurance markets. QBE is an Australian listed company based in Sydney, with operations in 47 countries and over 13,000 staff worldwide. QBE’s gross written premium was $17.98 billion in 2013. In 2013-14, new leaders with successful track records in US P&C were appointed, including David Duclos as CEO, Bob James and Alan Driscoll for US P&C and Jeff Grange for QBE Specialty.

Company Website: qbena.com FlexAuto, FlexHome, FlexBiz and Crowne Condominium are registered service marks of QBE Regional Companies (N.A.) Inc.

12 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

SECURA Insurance

It’s about people… treating agents and

Commercial Lines is its largest

policyholders the way they want to be treated by being flexible

line of business, providing

and resourceful, and answering calls and handling claims quickly.

coverage for contractors, golf courses, manufacturers,

SECURA Insurance is headquartered in Appleton, Wisconsin,

restaurants, and numerous

with a Specialty Lines office in Middleton, Wisconsin. A strong

other markets. Setting it apart

Midwest work ethic and helpful attitude permeates its culture,

from other carriers is its

and is what the company was founded on in 1900 when a group

consultative approach to Risk Management and its

of neighboring farmers united to protect each other after a

unique Work Comp Nurse Hotline. The service results

natural disaster. The same genuine care for others continues

in better care for injured workers, fewer claims and

to drive the company today.

lower premiums for employers, and a more profitable

RELIABLE STRENGTH The super-regional carrier provides a stable, long-term market for agents and policyholders. A.M. Best rates it an “A” (Excellent), and Ward Group recognizes it as a Ward’s 50 Top Performer for 2014, out of 3,000 property-casualty insurance carriers nationwide, for long-term financial performance. With the help of agents, its Wisconsin market will grow to $160 million in direct written premium (DWP) by the end of 2014. Overall, SECURA’s DWP through the first six months of 2014 is 7.6 percent greater than the corresponding period in 2013, and the company plans to finish the year around $500 million in DWP. Through June 2014, its policyholders’ surplus increased to more than $340 million, with a combined ratio of 94.2 percent.

book of business for agents.

The company’s second largest segment is Personal Lines, with its MILE-STONE® home and auto package containing numerous enhancements like Roadside Rescuer and Pet ProtectorSM to give agents an edge attracting new customers.

OUTSTANDING SERVICE Committed to the independent agency system, the carrier’s training programs for both seasoned and up-and-coming agents continue to receive rave reviews. Classes are held at agent offices, in the company’s home office, and online through webinars, with many programs earning CE credits.

EXCEPTIONAL VALUE

Dave Gross, who has been with the company for 17 years, stepped

SECURA offers Commercial, Personal, Farm-Ag, and Specialty

into his new leadership role as President and CEO on July 1, 2014.

insurance products and services to more than 430 agents in 12 states.

His dedication to agent relationships and inspiring others to achieve

Specialty and Farm-Ag Lines are its fastest growing segments,

their best, combined with his proven character, credentials, and

offering many profitable opportunities for writing new business.

sincere care for those he serves, positions the company well for continued success into the future.

Specialty Lines covers unique niche programs like sports and SECURA continues to provide excellent products, service,

rides, and harvest festivals. Farm Lines is part of the company’s

and personal attention to agents and policyholders, as is

heritage and expanded in 2010 to include an agribusiness product

demonstrated by its consistent ranking as a Top 10 carrier

to insure those who support farming operations, like seed dealers;

nationwide in the Making Business Easier Survey. This

custom farming; and grain, milk, and livestock haulers.

commitment to excellence is a testament to its people, who are among the most qualified in the industry and genuinely enjoy helping others.

secura.net WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 13

© 2014 SECURA Insurance

recreation, nonprofits, and special events such as corn mazes, wagon

INSURANCE INDUSTRY HELPS SUPPORT CHILDREN OF INJURED WORKERS We’ve all heard the cliché “another day, another dollar,” to describe the ordinariness of spending a day at work.

But when an employee is seriously injured at work, it can immediately turn that day into one the employee and his or her family members will remember forever as a point when their lives were permanently changed.

The date Nov. 20, 2012, is seared in college freshman and Edgerton, Wisconsin, native Cason Cleveland’s mind, as if it were an important birthday or anniversary.

It was the day his father fell onto a rock while doing carpentry work on a porch railing, injuring his right hip, leg and ankle. The injuries left him immobile for a month and permanently unable to work in construction — the only kind of work he’d ever done.

To add to the financial burdens, his mom lost her job while she was off work caring for his father.

Despite their hardships, Cleveland excelled inside and outside of school — earning nearly straight As (many of them in Advanced Placement classes), an MVP title in track and field and a distinguished service award for performing more than 200 hours of community service.

Numerous agents, insurers, attorneys and others in the workers’ compensation community have pitched in to help by becoming sponsors of the SFM Foundation.

Cason Cleveland received an SFM Foundation scholarship in 2014. He is one of 16 students to receive a scholarship.

Accident Fund, a Michigan-based workers’ compensation insurer, has been one of the foundation’s insurance industry supporters.

“As post-secondary education costs continue to climb, we are honored to help fund scholarships for students whose parents were severely injured or killed in these accidents,” said Sarah Garcia, community relations specialist at Accident Fund. “We are proud of the achievements of these fine young men and women.”

With the support of the insurance community, the foundation has already committed $637,000 to scholarships in just six years.

Even while they struggled to make ends meet, his parents encouraged him to attend college.

Ken Riesch, president and owner of Waukesha, Wis.-based R&R Insurance Services, has also been a dedicated supporter of the foundation.

With the help of an SFM Foundation scholarship, Cleveland is now studying at the University of Wisconsin-Madison with the goal of becoming a neurosurgeon.

Riesch said he’s learned of the difference an education can make from the efforts of his own foundation — an organization that’s work includes providing education grants to those affected by spinal cord injuries.

He was one of 16 new students to receive SFM Foundation scholarships in 2014, which are up to $5,000 per year, renewable for up to five years.

“I can see how the actual dollars work in making a difference in people’s lives, when you can keep education alive and growing,” Riesch said. “I’ve seen firsthand the success it can bring.”

“With the cost of college increasing, making higher education attainable for these students is a meaningful way we can make a difference now, and for years to come,” said SFM Foundation Executive Director Dave Kaiser. “It’s a privilege to be able to bring good news to these families that have been through so much.”

Students whose parents were injured while working for Wisconsin or Minnesota employers are eligible to apply for the scholarships, and recipients are chosen based on financial need, academic merit, community service and other factors.

No consideration is given to which insurer is providing the parent’s workers’ compensation benefits. Just five of the 76 scholarships awarded by the foundation have gone to families covered by SFM Companies.

Foundation Started by Insurance Company Employees SFM Foundation was started in 2008 by employees at SFM Companies, a Minnesota-based workers’ compensation insurance group.

The employees see the impact of work injuries firsthand, and wanted to do something more to help the families affected by them.

14 | OCTOBER 2014

How To Help If you or your company would like to help the SFM Foundation provide scholarships for Wisconsin and Minnesota students whose parents have suffered work injuries, please consider making a donation or sponsoring an event.

Here are a few ways to support the Foundation: a Sponsor the Foundation’s annual golf event, held each June, or Ladies’ Night Out, held each November. Visit sfm-foundation.org/events for details. a Use the AmazonSmile program, and select the SFM Foundation.

Through this program, Amazon donates to the foundation for each purchase that you make at no additional cost to you. Just visit smile. amazon.com for details. a Donate to the foundation through PayPal (sfm-foundation.org/give) or by mail to: SFM Foundation Attn: David Kaiser, Executive Director P.O. Box 583434 Minneapolis, MN 55458 - 3434

WISCONSIN INDEPENDENT AGENT

SOCIETY INSURANCE Location Of Company Headquarters: Fond du Lac, WI Founded: 1915 Senior Managers: Rick Parks, President and CEO

William Reeves, Senior Vice President and COO

Mike Zajicek, Vice President – Workers Compensation Claims

Bill Bunzel, Vice President – Property, Auto and Liability Claims Amy Collett, Vice President – Human Resources Thomas Konop, Vice President – Information Systems D. Holly Lifke, Vice President – Commercial Lines Underwriting Dina S. Schultz, Vice President – Sales and Marketing Edwin Storer, Vice President – Finance and Treasurer Dominic Weber, Vice President – Actuary

Products Company Specializes In: Society Insurance writes only commercial lines. As a niche market leader, the company has developed in-depth expertise in its core classes of business. Supported by long-term trade association endorsements from the Wisconsin Restaurant Association and the Tavern League of Wisconsin, Society writes policies for more than 25 percent of the food and beverage establishments in Wisconsin. Society’s strong tradition of association partnerships and niche expertise also extends into hotels and motels, grocery and convenience stores, artesian contractors and food processors, auto repair garages and health care clinics. The protection Society offers for its core classes of business are consistently some of the most comprehensive on the market.

Workers compensation insurance was the first coverage Society wrote when it was founded in 1915, and the company maintains a strong presence in this complicated and specialized line of business. Society’s claim management process keeps costs low for policyholders by stressing early intervention, advocating a quick return to work and obtaining the best medical provider discounts. Loss control services are customer-focused and tailored to the needs of both small and large businesses. Society also offers a number of internet-based safety tools for customers of all sizes.

This combination of strong claim management and tailored loss control is a true competitive advantage that eliminates many problems business owners and agents may otherwise experience with workers compensation insurance.

WISCONSIN INDEPENDENT AGENT

Rick Parks

Outlook for the Company’s Future Society Insurance continues to build on its strength as a regional carrier committed to service and value for its customers. In 2013, this focus helped Society Insurance increase policyholder surplus by nearly 14 percent, while total assets grew by nearly 7 percent.

As a niche market leader, Society does not try to be all things to all businesses. Rather, the company concentrates on doing what it does better than anyone else — insuring its core niches — and will continue to do so going forward. Because of this focus on niche markets, the company better understands the lines of business it writes and has exceptional knowledge and experience with issues that are likely to arise.

Other Comments In an industry not known for its creativity, Society isn’t afraid to be different. And it’s the small details at Society — they’re in each policy and they’re in the way the company underwrites and handles claims — that set the company apart. Society knows that agents and policyholders have unique needs that don’t always fit neatly within a strictly defined category, so Society offers insurance uniquely tailored to the businesses they write.

Sharing core values and a commitment to service with agency and association partners defines Society Insurance as a company where the small details make a big difference to agents and policyholders.

Company Website: societyinsurance.com

OCTOBER 2014 | 15

THE TRAVELERS COMPANIES INC. Location Of Company Headquarters: Hartford, CT Founded: 160 years ago Officers: Lorie Kates, Regional President George Hogan, Regional Director Paul Kyrilis, Regional Vice President - Commercial, Technology, Construction, Public Sector Lorie Kates Linda Petrillo, Regional Vice President - Personal Insurance Karen Eckert, Regional Vice President - Select Mark O’Brien, Regional Vice President - National Accounts Casualty Mike Powers, Regional Vice President - National Property John Tsourmas, Zonal Vice President - Excess Casualty Allen Warner, Regional Vice President - Inland Marine Brendan Dunican, Regional Vice President - Ocean Marine Dave Wolfe, Regional Vice President - Boiler & Machinery Beth Printz, Regional Vice President - Claims Gail Schroeder, Regional Vice President - Bond & Financial Products Steve Ringler, Regional Risk Control Director

Products Company Specializes In: Travelers is an insurance leader, committed to keeping pace with the ever-changing needs of our customers, and anticipating their needs for the future. There is no stronger testament to our dedication to protecting customers from loss than our continued innovation and ability to transform our industry. Travelers is also committed to helping agents grow and be successful. Our people are professionals focused on delivering timely and professional service to you and our customers.

We are local. With over 200 people in Wisconsin, Travelers delivers the many attributes of a large national carrier through one of the best-staffed field offices in the state. Our staff understands the Wisconsin marketplace and is committed to developing productive relationships with you and our insureds while delivering products and services your customers are looking for. For example: 1. Travelers is the #1 writer of Commercial Lines & Workers Comp in WI.* 2. Travelers has received two “Buyers Choice Awards” from Business Insurance magazine, taking home the top honors among insurers in both the Workers Compensation and Commercial Auto categories.

4. Travelers Quantum Auto 2.0® was launched in 2013 in WI. Developed in close collaboration with our independent agents, this new auto product offers more competitive pricing to a broader range of consumers.

5. Travelers Claim is continually developing innovative tools and resources designed to help you and your customers stay safe, including our Prepare and Prevent site on Travelers.com, and our new Weather Alerts. Offered through Weather Services International (WSI), a professional division of The Weather Company, the weather alerts are sent to subscribers of the service in advance of an approaching storm reaching a particular location.

Travelers understands that life and business are inherently dynamic and that the best way to serve customers is to deliver insurance that behaves the same way — evolving to keep in step with life and business as they change. Protect your clients under the red umbrella!

Company Website: www.Travelers.com * AM Best Data

3. Travelers recently opened a new ConciergeClaim Nurse® location in Milwaukee. ConciergeClaim Nurse® is a comprehensive workers compensation claim program designed to simplify the claim process for injured employees, enabling them to get back to work quickly and safely.

16 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

WEST BEND MUTUAL INSURANCE COMPANY Location of Company Headquarters: 1900 South 18th Avenue, West Bend, WI 53095 Founded: April 1894 Officers: Kevin Steiner, President and Chief Executive Officer Dale Kent, Executive Vice President and Chief Financial Officer Tracey Berg, Senior Vice President and Chief Information Officer Bill Hutchison, Senior Vice President - NSI® Gary Alexander, Vice President - NSI Bonds Heather Dunn, Vice President and Controller David Ertmer, Vice President - Claims Rick Fox, Vice President and Chief Actuary Peter Hans, Vice President - NSI Legal Paul Hingtgen, Vice President - Argent® Rob Jacques, Vice President - Commercial Lines Gary Klein, Vice President - NSI Underwriting Jim Pauly, General Counsel Jim Schwalen, Vice President - Personal Lines & Marketing Kelly Tighe, Vice President - Sales Christopher Zwygart, Vice President - Chief Risk Officer

Products Company Specializes In: West Bend offers a broad-coverage personal lines package with multiple rating tiers for home and auto. Many innovative enhancements and features are also available. The company also offers a full range of commercial products and services, as well as specialty lines, such as social services, sports and leisure, special events, childcare, and bonds through NSI, its specialty division. Its monoline workers’ compensation division, Argent, works closely with agents and policyholders to determine their most critical workers’ compensation needs and improve results through loss control, medical cost containment, and education.

Outlook for the Company’s Future West Bend is well positioned to capitalize on the current market conditions. In 2014, the company was rated A (Excellent) by A.M. Best. A.M. Best also recognizes West Bend as one of the 100 largest property/casualty insurers in the country. West Bend was added to Ward Group’s 2014 list of the 50 top-performing property/casualty insurers, and is listed as a top company in a nationwide ease-ofdoing-business survey. The company will strive to maintain these rankings by advancing its technology, products, and services, while retaining its small-company, relationship-driven culture.

WISCONSIN INDEPENDENT AGENT

Kevin Steiner

Debra Cahoon, Assistant Vice President - Human Resources Mike DeLaney, Assistant Vice President - Argent Loss Control Scott Grinna, Assistant Vice President – PAS Program Management Jim Keal, Assistant Vice President - Argent Operations Jason Moore, Assistant Vice President – IT Dave Nettum, Assistant Vice President – Argent Claims John Reyzer, Assistant Vice President – NSI Finance

Company Philanthropy The West Bend Independent Agents’ Fund was established in 2006 for nonprofit organizations served by the independent insurance agents who represent the company. Grants from the fund are aimed at improving these organizations and the lives of those served by them. It also expands West Bend’s philanthropy into other Midwestern communities. In 2014, West Bend awarded nearly $100,000 to non-profit organizations supported by its independent agents. Grants awarded from the Independent Agents’ Fund now total nearly $700,000.

In August 2014, West Bend, along with independent insurance agents who represent the company and key business partners, came together to raise $458,000 for the MACC Fund, Midwest Athletes Against Childhood Cancer. Since 2006, West Bend and the company’s independent agent partners have helped raise more than $1 million for the MACC Fund.

Company Website: thesilverlining.com

OCTOBER 2014 | 17

WILSON MUTUAL INSURANCE COMPANY Location of Company Headquarters: Sheboygan, WI Founded: 1872 Officers: Mike Lappin, President

Sandford Miller, Senior Vice President Sales and Underwriting

Karen Schultz, Vice President – Personal Lines

Roxanne Freeman, Vice President of Information Technology

Tim Kemmel, Vice President – Claims Mike Lappin

Wilson Mutual Insurance Company is a member of The Motorists Insurance Group – a group of 10 property and casualty insurance, life insurance and insurance brokerage companies – giving it onestop shop capabilities to fulfill all its policyholders’ insurance needs. Wilson takes pride in providing superior customer service, outstanding claims service and having a team of professionally trained independent agents determined to help their customers find the right insurance products.

Products The personal lines underwriting staff stresses flexibility and common sense in its underwriting. Personal lines products include: homeowners, personal auto, mobile homeowners, dwelling fire, inland marine, personal umbrella and farmowners (Wis.). To meet the needs of today’s business owners, Wilson also provides the following commercial lines products: commercial package policy, businessowners, commercial auto, workers’ compensation (Wis.) and commercial umbrella.

Additionally, providing risk management services to policyholders continues to be a focus for Wilson. Creating a culture of safety within policyholders’ businesses has made a significant impact in assisting agents with retaining quality business. Wilson helps customers establish successful risk management programs with an emphasis on employee safety, training and documentation.

Other Comments Wilson Mutual is a Wisconsin-based property and casualty insurer with a strong presence in both Wisconsin and Minnesota, marketing personal and commercial insurance products through a network of independent agents. A skilled team of district sales managers supports our agents and cuts out the middleman through field underwriting authority.

18 | OCTOBER 2014

Additionally, we believe in supporting the community in which our agents, policyholders and associates live and work. The Motorists Insurance Group is honored to sponsor the expansion of the Ronald McDonald House of Central Ohio. The new 42-room wing makes the house the largest in the world. Also, each year, The Motorists Insurance Group invites its associates to contribute to their communities through support of their local United Way. In 2013 the group’s associates contributed more than $300,000 and sent associates to volunteer for United Way agencies. Wilson and its associates are proud to support the United Way of Sheboygan County as a part of this initiative. Wilson also supports the American Cancer Society, Special Olympics of Wisconsin and many local Sheboygan charities.

Mike Lappin, president of Wilson, provides strong leadership and highly values the company’s relationships with independent agents.

Mike is dedicated to continuously improving service to ensure the ease of doing business with Wilson.

Outlook For The Company’s Future Wilson is a member of The Motorists Insurance Group. The group’s financial strength is rated A (Excellent) by A.M. Best, which reflects a strong financial position as well as a solid record of profitable growth. Development of new products and improved services will continue to be the company’s focus, providing even greater market opportunities for agents.

Company Website: www.wilsonmutual.com

WISCONSIN INDEPENDENT AGENT

CONTINUED FROM PAGE 5

Head. Coming soon is Work Comp: The Next Frontier.

Co-Branding ACUITY’s co-branding program puts the Agency-ACUITY partnership front and center and gives customer communications a personal touch. Agencies can include their own custom image on brochures, safety materials, and other communications sent to policyholders.

“To compete in a marketplace that’s under a constant barrage of advertising from direct writers, agents need to take advantage of every opportunity to get their name out to customers,” said Paul Miller, Manager - Communications. “By proudly putting agency logos or other images on customer communications, we are providing that opportunity at the same time we are highlighting our partnership with independent agents.”

More to Come And more is yet to come at ACUITY over the next 12 months, including:

a Contractors’ E&O, scheduled for introduction in late 2014. a Manufacturers’ E&O, scheduled for rollout in the first half of 2015. a Food Contamination coverage for restaurants, delis, convenience stores, and grocery stores with cooking, scheduled for availability in the first half of 2015. a Data Breach and Cyber Liability, two distinct forms that are planned for mid-2015. a SmartPay to aid in policyholder cash flow and avoid year-end audit surprises with monthly payroll reporting, scheduled for early 2015.

“We are a healthy, stable, strong, and truly regional mutual carrier thanks to the partnerships we have built with independent agents,” Ben Salzmann said. “We will continue our efforts to strengthen those partnerships, make it easy to do business with us, and to make ACUITY the carrier of choice for agents who are looking to grow and succeed.”

CONTINUED FROM PAGE 9

Life — Strengthen Relationships Retaining customers is especially important in today’s economy.

That’s why cross-selling is so important. Grange Life makes it easy with people ready to help you cross-sell life insurance to your personal and commercial lines customers. We also offer discounts on auto policies with the purchase of a qualifying Grange Life Policy. Ask about Grange Life’s new express products and applications.

Contact Name for Further Information: Tim McAdow Contact Phone Number: 920.968.8327 Company Web site: www.IntegrityInsurance.com

Growth by Association

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 19

© 2014 Society Insurance

Coverage for outages from overhead lines.

Small detail. Big difference.

When the power goes out, your customer’s business goes dark—and they start losing money. With Society, they’re automatically covered for loss of business income even if the outage is caused by storm damage to an overhead power line. After all, that’s how most outages occur. Ironically, other insurance companies see this as reason to exclude losses that result from storm damage to overhead power lines. If you agree that details like these can make a big difference, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

20 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

OPEN DOOR POLICY

VOTING, PERPETUATION & MOTOR VEHICLE RECORDS Exercise Your Right to Vote Election Day is just around the corner.

Don’t forget to exercise your right to vote; many men and women have died to protect that right. Let the following quotes inspire you to go to the polls: “Nobody will ever deprive the American people of the right to vote except the American people themselves and the only way they could do this is by not voting.” ~Franklin D. Roosevelt “A vote is like a rifle; its usefulness depends upon the character of the user.” ~Theodore Roosevelt “The vote is the most powerful instrument ever devised by man for breaking down injustice and destroying the terrible walls which imprison men because they are different from other men.” ~Lyndon B. Johnson “Always vote for principle, though you may vote alone.” ~John Quincy Adams

New Member Benefit: Perpetuation Guide Perpetuation isn’t something that agency owners/principals should just be thinking about. It’s time to take action. Whether you’re the one thinking of buying or selling an agency, it’s a conversation you should be having with those around you. One of the most common phone calls we receive at the Association is in regard to perpetuation.

As a result, we worked with IIAW Legal Counsel Josh Johanningmeier and his law firm, Godfrey & Kahn, to develop a perpetuation guide complete with a free one-hour consultation. We are hopeful that this new member benefit will assist those interested in buying or selling an agency.

For more details, please read Josh’s article on page 28.

Furnishing MVRs & Your Swiss Re E&O Insurance Policy Insureds, especially commercial clients who hire drivers, often ask their agent to furnish them with motor vehicle records (MVRs) on current or prospective employees. Recently, WISCONSIN INDEPENDENT AGENT

we were asked by one of our insureds how our policy would respond. Here’s the latest on the best practices that should be followed and how your Swiss Re policy may respond.

Under the Fair Credit Reporting Act (FCRA), there are strict guidelines governing the release of such information and carry serious penalties for violations (not to mention the exposure to civil suits).

According to an article by Mike Edwards titled, Warning: Furnishing MVRs to Insureds Could be Hazardous to Your E&O Policy!

“The FCRA was originally passed in 1970, and amended several times since, primarily for the dual purposes of protecting the privacy and accuracy of certain defined ‘consumer reports,’ which includes MVRs, and a wide variety of other information, such as credit reports, credit scores, etc. To that end, the FCRA: (1) restricts access and use of consumer reports; (2) requires certain prescribed disclosures; (3) requires the written permission of the consumer under certain circumstances; (4) provides a process for the consumer to dispute inaccurate information; and (5) provides for both civil and criminal penalties for noncompliance.”

He continues by saying that: “If an insurance agency provides consumer reports/MVRs to commercial insureds for employment purposes, most authorities agree that the agency is functioning as a Consumer Reporting Agency, and must follow all the steps required of a CRA outlined above.”

Thus, while it can be “legal” for an insurance agency to provide MVRs to commercial insureds, the agency must understand and adhere to all the strict procedures required of a Consumer Reporting Agency. The agency is effectively acting as an employee screening service, not simply “underwriting insurance.”

Mr. Edwards outlines the steps by saying: “When any consumer report, including an MVR, is used for employment, the FCRA requires that the consumer (i.e., the employee or prospective employee in this case) must first grant written permission before a Consumer Reporting Agency (CRA), such as Equifax, Experian, Trans Union, etc., can release the information.

The next step required under the FCRA is for the consumer (employee) to receive from the CRA a federally prescribed document

titled “Summary of Consumer Rights.” This document must be provided to each consumer (employee) anytime a consumer report/MVR is used in connection with employment.

In the event a consumer (employee) receives any “adverse action” (not hired, not promoted, fired, etc.) as a result of information contained in any consumer report (including an MVR), the FCRA requires that the consumer (employee) be given a “Notice of Adverse Action” by the employer.

Another duty of a CRA is to provide to the employer a copy of the federally prescribed document, “Summary of User Responsibilities.” This document need only be provided once by a CRA to an entity requesting a consumer report/MVR (an employer, for example). Every employer who uses consumer reports/MVRs as a part of their employment screening process should carefully read this document. Finally, records must be maintained for two years.”

Most third-party providers of MVRs (such as ChoicePoint, etc.) and insurance carriers strictly and expressly prohibit the agency from furnishing the MVRs to anyone other than the consumer. It is extremely important that all agency staff be informed about the distinction between using MVRs for insurance underwriting vs. employment.

A Swiss Re policy would respond and there would be coverage if furnishing an MVR is done for underwriting purposes and if the MVRs are being ordered in conjunction with the submission of an application to a carrier, or for loss control purposes in support of writing the insurance for a commercial client.

(However, it depends on the exact allegations).

As the article mentions, if supplying an MVR is being done for such things as assisting with employment eligibility, there would obviously not be coverage.

For more information, visit the Virtual University to read more from Mike Edwards’ article titled, Warning: Furnishing MVRs to Insureds Could be Hazardous to Your E&O > Matt Banaszynski is Policy! Go to www. the Executive Vice President of the independentagent.com/ Independent Insurance VU/. You will need to Agents of Wisconsin. login to view the article.

Contact him at matt@ iiaw.com.

OCTOBER 2014 | 21

© 2013 SECURA Insurance

Let’s make sure they can spend time tending their roots.

Strong, steady growth since 1900 Commercial • Personal • Farm-Ag • Specialty 22 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

> TECHNOLOGY as Wikipedia describes it, is the 4 INSURANCE Technology, making, modification, usage, and knowledge of tools, machines, techniques, crafts, MARKETING TIPS systems, and methods of organization, in order to solve a problem, improve a pre(TECHNOLOGY existing solution to a problem, achieve a goal, handle an applied input/output relation VERSION) or perform a specific function.

In other words, technology is supposed to HELP us and IMPROVE our lives. Then why do we fall victim to technology so much? We invest an enormous amount of resources into in, let it consume us, allow it to control us on occasion, and we fear it because we don’t fully understand it.

flashy things, so they implement without really thinking it through. One example is having someone walk out on your screen and start talking to the visitor, or having auto-play videos. This may work for some markets, but not necessarily insurance. If you are looking

If 35% of your traffic comes to your site, is unhappy with the user experience and bounces quickly, what does that equate to in potential lost new revenue?

Automated

Most agencies have the best intentions when it comes to technology, especially marketing technology; however, they are typically missing the mark. Below are smart ways to get marketing technology to work for you; not the other way around.

Consistent

well over 35% of an agency’s traffic is coming to their site via a mobile device.

IF 35% OF YOUR TRAFFIC COMES TO YOUR SITE (VIA MOBILE), IS

When looking at technology from a marketing perspective, there should be two main goals:

UNHAPPY WITH THE USER EXPERIENCE AND BOUNCES

1. Brand Awareness

QUICKLY, WHAT DOES THAT

2. Lead Generation In order to maximize your brand awareness, you have to keep you brand consistent across any platform or media. The user needs to have the same experience, see the same imagery and hear the same message regardless of where they encounter your brand. For example, a lot of agencies just throw their logo in the profile image on social media and think that they are done. You have to make sure that the colors, imagery, and words all match across all platforms, whether they are on your website or social media, if they see a commercial, or even down to things like receiving an email.

Consistency matters.

Appropriate Your technology needs to be appropriate.

What does that mean? It means understanding your buyer personas and understanding the way that they want to interact and consume their content. Most agency owners like new/

23 | OCTOBERWISCONSIN 2014 INDEPENDENT AGENT

The common misconception is that inbound marketing and social media take too much time, and that it is hard to prove ROI. That is simply not the case. There are several amazing tools that can make your life so much easier.

There are plenty of tools available that allow you to create workflows, monitor and publish to social media, provide in-depth analytics and more. This will save you time, give you insights to make your strategy better and provide

EQUATE TO IN POTENTIAL LOST NEW REVENUE?

to attract mid-market and sophisticated clients that value risk management, then this example will most likely turn them away. Do they want videos and interactive information? Yes, but they want to navigate your site on their own and play the videos they want to play.

real ROI stats.

User-centric

You don’t need to hire a full-time person or spend an extra ten hours a day doing marketing. You just need to find the right automation to assist you with your plan.

Mobile. Everyone is mobile. The number of agencies that still have a non-responsive website amazes me. Your clients and potential clients are on the go! If they can’t view your site correctly on a phone, tablet, laptop, etc. then you are missing opportunities. We run a free marketing grader and this is almost always one of the big red flags. We usually find that

Inbound marketing is the way B2B marketing works.

By using technology to assist you in your efforts, you will save time, get better information, and generate more leads.

> Patrick Sitkins is Director of Sales at Quintain Marketing.

He’s a technology guy; just Google Patrick Sitkins.

OCTOBER 2014 | 23

WISCONSIN INDEPENDENT AGENT

employees aren’t working, nothing is

When

SFM–The Work Comp Experts

Providing superior injury prevention, claims management and cost control services

sfmic.com 24 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

MARKETING MINUTE

DIGITAL BEATS TV AND HUMANS STILL MATTER IN ‘TOP-OF-MIND’ INSURANCE ADVERTISING Insurance companies that spend their advertising dollars on digital ads can increase their brand awareness far more than they can with television. A study by the digital advertising services firm Rocket Fuel says digital advertising is nine times more effective than TV for insurers.

The research also found that 10 percent of consumers will change insurance providers in the next six months and only 44 percent look at a single quote before buying insurance. It also suggests what attributes of marketing programs work best including whether price information, humans, color backgrounds or animation matter in converting viewers into buyers.

Rocket Fuel: Consumers are more likely to sign up for new insurance

that top-of-mind awareness is key for insurers to win over the customer,” said Robert Jones, research director at Rocket Fuel. “Due to the oversaturation of TV advertising, auto and life insurers can generate better ROI from their marketing programs by shifting budget from TV channels into digital, particularly digital display, which is currently under-utilized by most providers.”

Display advertising is the strongest positive feature in driving top-of-mind awareness for auto and life insurance providers, particularly against overcrowded TV channels, according to the study. For every $1 million an auto insurer spent on digital or display advertising, the brand was likely to see the biggest lift in top-ofmind awareness compared to the same spend in TV, print, search or radio.

The study says that 1 in 10 consumers are likely to change providers in the next six months, with price being the most likely factor (49 percent) in the decision to change providers, followed by reputation (17 percent). For consumers that begin their journey online, they are most likely to complete it online as well.

Also, consumers are more likely to sign up for new insurance or request a quote on Thursdays and in the evenings between 6 and 9 p.m. and are most likely to convert within eight hours of exposure or to an ad.

request a quote on Thursdays and in the evenings between 6 and 9 p.m.

and are most likely to convert within eight hours of exposure to an ad.

Rocket Fuel’s “Insurance Top-of-Mind Awareness” study surveyed 1,026 consumers in May of this year about insurers in the auto, life, and homeowners’ insurance sectors. Top-of-mind awareness refers to the first brand that comes to a consumer’s mind when asked about a category of products or services.

“Consumers are bombarded with a deluge of options when it comes to choosing an insurance provider — and this competitive climate shows WISCONSIN INDEPENDENT AGENT

Top-of-Mind Leaders Other findings from the study include: a Top-of-mind awareness is highly correlated with market share for both auto insurance (0.83) and homeowner’s insurance (0.87), and modeling either as a function of ad spend yielded the same feature set. a In the auto insurance sector, GEICO (21 percent), State Farm (19 percent) and Allstate (16 percent) lead top-of-mind awareness. a Cross-channel ad spending was a key predictor of top-of-mind awareness for auto and life insurance providers, with digital display ad

spending being nine times more effective at driving top-of-mind awareness than TV. a Insurance advertisers can shift top-of-mind awareness by reigning in spending to competitive levels on traditional channels and increasing spending on newer and underserved channels, such as display, mobile, and video.

What Works, Doesn’t in Advertising Rocket Fuel said it found five key attributes for insurance marketing programs to get the best value from online display advertising: a Animating ads does not improve conversion rates: While insurance ads see a 64 percent boost in click-through rates as a result of animation, it provides no discernible improvement in conversion rates. a Blue and red backgrounds perform best: Insurance ads with red or blue backgrounds tend to have conversion rates 20 percent higher than the average, while also producing better clickthrough rate performance. a Human faces improve conversion rates: Insurance ads featuring a person or human face generate conversion rates more than 177 percent higher than those without a human or face. a “Apply now” is the most effective call to action: Among calls to action, “apply now” had the highest conversion rates, outperforming “get a quote” by 80 percent. a Price-focused messaging doesn’t matter: Insurance ads without pricing information perform as well as those that include it, possibly due to over-saturation of price-focused messaging in insurance ads already, according to Rocket Fuel.

> Rocket Fuel is a technology company that has developed an Artificial Intelligence and Big Data-driven predictive modeling and automated decisionmaking platform. Find out what that means at rocketfuel.com.

OCTOBER 2014 | 25

VIRTUAL UNIVERSITY

WINDSTORM VS. FALLING OBJECT

During a windstorm, a tree branch breaks off a tree and damages the roof, chimney, and interior walls of a house.

The insurer claims the damage is caused by wind. The agent believes the damage is caused by the tree branch as a falling object. At stake is a large percentage windstorm deductible. Who’s right?

During a wind storm, a tree branch breaks off the tree and lands on the roof of a house, damaging the roof, chimney, and there is resulting water damage to interior walls. The insurance company claims the damage is caused by wind. We believe the damage is caused by the tree branch - falling object. If the wind lifted up the shingles and there was resulting damage, it is a wind loss, but the wind did not directly cause damage to the structure - the tree did. Is this a wind loss or a loss caused by a falling object?

Under your 1991 ISO HO-3 policy, this usually isn’t an issue since both windstorm and “falling objects” are covered. In fact, the “falling object” named peril is material only for Coverage C/interior damage since the damage to the structure is on a named exclusions basis.

However, as revealed in a follow-up email to the “Ask an Expert” question above, the policy is written with a 1% windstorm deductible, so we’re looking at a $1,000 plus dollar deductible rather than $250.

Faculty Response I believe that the wind was the proximate and controlling cause of loss. The limb did not fall by its own weight, but was blown into the structure, if I understand the events. It doesn’t sound like the loss would have occurred in the absence of the windstorm.

Faculty Response The insurer is apparently citing the “land rule” or the “first cause” test. The wind is the efficient cause that sets the other causes in motion to produce the loss. If your state courts follow that rule, then the insurer is correct. This is a wind loss.

If your state allows a more flexible analysis under the “predominant cause” rule (some states do), whether or not the wind or the fall is more important would depend on the facts. a If the branch broke off and flew sideways such that its downward trajectory would not have hit the house without the wind pushing it along, then I think the wind is the predominant cause of the loss.

a But if the wind merely snapped the tree branch and gravity took over, making it fall straight down on top of the roof, a stronger argument can be made that the act of falling was the predominant cause.

Faculty Response I think you’d have a point if the limb fell of its own weight, perhaps due to disease or decay.

However, it sounds like that damage occurred in the same manner that it does in tornadoes and hurricanes where much of the damage is not the direct force of wind but rather damage arising from windblown objects. These are typically considered part of the windstorm loss.

Faculty Response A question to ask is, would the damage have occurred without the windstorm? Was the branch decayed? If not, there’s a strong argument for wind being the proximate cause.

at least one domestic U.S. company was using it at the time.)

I think an argument could be made that the wind only did “direct damage” to the tree limb... a stretch I’ll admit.

By contrast, here is the language from the HO 04 94 04 91 - Windstorm or Hail Exclusion endorsement: For a premium credit, we do not insure for loss caused directly or indirectly by windstorm or hail. Such loss is excluded regardless of any other cause or event contributing concurrently or in any sequence to the loss.

Faculty Response This might be relevant if this was the endorsement being used to affect the windstorm deductible. It’s the endorsement language from HO 03 10 04 91 - Windstorm or Hail Percentage Deductible endorsement: For the premium charged, we will pay only that part of each loss which exceeds the Windstorm or Hail Deductible Clause percentage stated above, in the event of direct physical loss to property covered under Section I caused by Windstorm or Hail.

(Editor’s Note: According to the ISO form portfolio, this endorsement is currently available only in Puerto Rico. The 1991 version of this form did not indicate that it was exclusive to Puerto Rico, though the ISO manual may have. As a result,

Direct loss by fire or explosion resulting from windstorm or hail damage is covered.

Notice that this language refers to loss caused directly “or indirectly” by windstorm, with an exception for ensuing fire or explosion. That language is absent from the deductible endorsement; this might be material to an > IIAW members have argument based on intent access to insurance, or ambiguity. business, technology articles and so much more on the Big “I” Virtual University. Go to iiaba.net/vu.

The Virtual University is a Big “I” members-only resource. Many articles are based on real-life questions received by the Ask an Expert service. This service ensures that the information is current and topical. Go to www.independentagent. com/Education/VU/. You will need to login with your IIABA username and password before using the VU. The IIABA does not assume and has no responsibility for liability or damage which may result from the use of any of this information.

26 | OCTOBER 2014

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COMMENTARY FROM COUNSEL

NEW MEMBER BENEFIT: AGENCY PERPETUATION

Agency perpetuation and succession has never been a hotter topic.

The industry is mature, and generational transitions may be in the works with new competition popping up every day, not only for business, but for the attention and interest of the next generation of independent agency owners.

The perpetuation guide discusses different types of perpetuation, why perpetuation planning matters, and various scenarios by which transfers of ownership occur.

If you are a successful agency owner, you know you have built your success in a tough marketplace on a foundation of hard work, smart choices and business savvy. As you near retirement, or some other reason to move away from the agency, you are no doubt considering how your agency will be run after you leave (unless you are in the great minority of agency owners — none of whom I have ever met — who plan to

28 | OCTOBER 2014

just shut out the lights and let your customers go elsewhere, without realizing any benefit from your years of hard work!).

The IIAW has created a new member benefit to assist in meeting the challenges of agency perpetuation and succession.

We have prepared a perpetuation guide, entitled Perpetuation of an Independent Insurance Agency, which became available as a free member benefit beginning October 1, 2014.

The guide discusses different types of perpetuation, why perpetuation planning matters, and various scenarios by which transfers of ownership occur.

The issue is far more complex than mere valuation and payment, as the structure of the transaction and serious tax considerations must be accounted for.

Perpetuation and succession planning are also not done with simple forms, nor should the process be avoided based on cost — which can be substantial. The stakes are simply too high if the transfer of ownership is done improperly.

In addition to the guide, the IIAW

is also providing a one hour consult with Godfrey & Kahn attorneys to any member agency that is considering transferring ownership. To take advantage of the consultation, member agencies simply need to complete a questionnaire identifying the nature of the agency, ownership structure, and other key details that will assist in making the consult meaningful.

Watch for the rollout of the guide and questionnaire in the weekly e-newsletter, Spotlight, or call the IIAW offices (608.256.4429) to obtain a copy. The Perpetuation Guide will be available in Spotlight for the entire month of October.

As always, feel free to contact the IIAW or > Josh Johanningmeier me with any is the IIAW’s General questions about Counsel. Call the Legal the guide, Services Hotline at (877) 236-1669. consult, or both.

WISCONSIN INDEPENDENT AGENT

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 29

30 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

ERRORS & OMISSIONS

E&O AND POLICY CHANGES

Making mid-term policy changes is a normal part of the insurance agency business. In fact, it’s so common there is a danger of making ordinary, perfunctory policy changes without considering the potential E&O exposure. In particular, there is a big E&O risk when making policy changes based on information or instructions (or lack of information or instructions) from third parties.

The two E&O cases below illustrate the hazards of not verifying with insureds information or instructions received from third parties.

Actual Case #1 A car dealer calls the agency to report that an insured of the agency is in his office, and in the process of trading cars. The car dealer has the insured’s auto ID card, with the correct policy number. In addition, the agency person can hear the insured talking in the background, so there is no reason to doubt the legitimacy of the call. The agency takes the necessary information on the new car.

Actual Case #2 An insured calls the agency to report receiving an expensive diamond bracelet for her anniversary.

The agency informs the insured that the insurer requires an appraisal in order to schedule the jewelry. The insured states that she will call the jeweler and have them contact the agency.

Three months later, the insured calls to report that the bracelet was stolen in a burglary. As it turns out, the jeweler never contacted the agency.

Also, the agency did not suspense the item or conduct any follow up. To compound the issue, the CSR who originally handled the call has since left the agency. The agency manager, however, did find an entry in the insured’s database logging in the original call, so there is no doubt that the In any situation in which coverage insured called the agency.

cannot go into effect until

The car dealer also informs the agency that the insured is trading in his older car. Based on that, the agency also deletes the older car from the insured’s auto policy.

Several days later, the insured calls the agency to report a serious accident involving the older car. It seems that during last minute negotiations with the car dealer, the insured decided against trading the older car, opting instead to sell it himself.

The agency had not yet sent the insured a copy of the Change Endorsement, and the insured denies instructing the agency to delete the older car.

Recommendation: In this particular situation, the simplest approach would probably be to speak directly to the insured. That way, the agency would have been acting on direct instructions from the insured. The burden would then fall on the insured to countermand the original instructions to delete the older car.

Recommendation: In additional information is received any situation in which by the agency, it is critical to coverage cannot go into inform the insured of that fact with effect until additional information is received by documented written follow up. the agency, it is critical to inform the insured of that fact with documented written follow up, as necessary.

Next, any pending transactions such as this must be entered into suspense, and followed up on in a timely manner.

Lastly, it might have been wise to advise the insured to have the jeweler send the appraisal directly to her so she could forward it to the agency. One advantage of this approach is that the insured would certainly know if the jeweler had done the appraisal or not.

> Avoid E&O claims. For exclusive information and tools to help agency staff of Swiss Re policyholders, login to the Big “I” Risk Management website at iiaba. net/eohappens.

This article is intended to be used for general informational purposes only and is not to be relied upon or used for any particular purpose. Swiss Re shall not be held responsible in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any of the information contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and should not be considered legal, accounting or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views expressed in this article do not necessarily represent the views of the Swiss Re Group (“Swiss Re”) and/or its subsidiaries and/or management and/or shareholders.

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 31

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SIGN OF THE TIMES The City of Madison, with all of its wisdom and insight, finally approved our new Association sign after more than seven months of meetings and deliberations. The blue panel is aluminum and the raised letters are acrylic. The logo is routed with an acrylic back panel. On Sept. 18, after 27 years, workers installed the sign at 725 John Nolen Drive. The old sign is in the foreground with the previous logo peeking out.

A crane was used to place the sign on its base. JNB Signs of Janesville performed the design work and installation.

The finished product! The sign is backlit with white LED lights for easy night-time viewing. Look for a new sign in 2041.

BIG “I” ISSUES 2014 EXCELLENCE IN INSURANCE EDUCATION AWARDS IIA of Wisconsin Takes Home Gold Big “I” independent insurance agent associations in 24 states, including Wisconsin, were recently recognized by the Independent Insurance Agents & Brokers of America (IIABA) with Excellence in Insurance Education (EIE) Awards at the association’s Education Convocation in Grand Rapids, Michigan.

“The Big ‘I’ Excellence in Insurance Education awards honor the outstanding contributions made by Big ‘I’ state associations through extraordinary efforts in education,” says Cindy Hower, chair of the Big “I” Virtual University curriculum and research committee and president of Kellerman Insurance in Holton, Kansas.

The EIE awards celebrate and recognize state associations and staff who have made significant contributions to education for their members and the industry in the key area of WISCONSIN INDEPENDENT AGENT

class offerings, continuing education (CE), professionalism, designation offerings, industry collaboration, planning goals, marketing, resources and more. The 2014 EIE awards were presented as follows:

Diamond: Florida Association of Insurance Agents; Independent Insurance Agents & Brokers of New Jersey; Independent Insurance Agents & Brokers of New York; Independent Insurance Agents & Brokers of South Carolina; Independent Insurance Agents & Brokers of Washington; Independent Insurance Agents of Georgia; Independent Insurance Agents of Nebraska; Independent Insurance Agents of North Carolina; Independent Insurance Agents of Virginia; Kansas Association of Insurance Agents; Maine Insurance Agents Association;

Massachusetts Association of Insurance Agents; Michigan Association of Insurance Agents; and New Hampshire Association of Insurance Agents

Gold: Alabama Independent Agents Association; Insurance Agents & Brokers of Delaware; Insurance Agents & Brokers of Pennsylvania; Independent Insurance Agents of Oklahoma; Independent Insurance Agents of New Mexico; Independent Insurance Agents of Wisconsin; and Vermont Insurance Agents Association

Bronze: Independent Insurance Agents & Brokers of Louisiana; Independent Insurance Agents & Brokers of Oregon; and Independent Insurance Agents of Illinois

OCTOBER 2014 | 33

the We look for the best independent agents and build relationships that last the duration. We are committed to the independent agency system as the only means to deliver our products. Because of that, we work hand-inhand to help our agencies grow profitably.

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Our pets are just like family. Offering companionship, unconditional love, and loyalty. Pet Insurance can easily be added to any homeowners policy so your policyholders won’t have to worry about their pet’s health again. Protect your clients’ four-legged friends, both cats and dogs, against accidental injury and illness at an affordable cost.

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34 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

GOVERNMENT AFFAIRS

MAKE YOUR VOTE COUNT ON NOVEMBER 4TH In less than one month, Wisconsinites will be asked to exercise their constitutional right to cast their ballot in the fall General Elections. On Tuesday, November 4, elections will be held for the following statewide offices: Governor and Lieutenant Governor Attorney General Secretary of State State Treasurer But we can’t forget these local races: 8 Congressional seats 7 State Senate seats 99 State Assembly seats Many of these contested races, particularly the election for Governor and Attorney General, are projected to be extremely close. Recent polling indicates that the race for Governor between incumbent Republican Scott Walker and Democrat Mary Burke is a statistical dead heat and likely to be decided by only a few percentage points. The race is considered one of the closest and most watched Gubernatorial contests in the nation. The stark contrast between the two major party candidates and their agendas could not be anymore evident.

Similarly, the race for Attorney General is expected to be a tight contest. Republican Brad Schimel (current Waukesha County D.A.) > Misha Lee is Owner/ and Democrat Susan Founder of Lee Happ (current Jefferson Government Relations, LLC and lobbyist County D.A.) are virtual for IIAW. Follow Lee unknowns and are just Government Relations beginning to become on Twitter @mishavlee.

recognized by voters. Schimel has a slight lead over Happ among likely voters in recent polling, but there are still a significant number of undecided voters that will ultimately determine the outcome of this race. Interestingly enough, Schimel, who earlier trailed his opponent among likely voters, has managed to close a 10-point gap in the polls over a period of just one month.

Party control over the State Senate is arguably up for grabs this election. Republicans currently control the Senate 17-15 but the one vacant seat should remain in Republican hands. Another seat in Racine is also expected to be a Republican pick up. After that, Democrats would need to win a total of 3 of the 4 contested races in order to regain control of the Senate. While this is unlikely, Senate Democrats could potentially benefit from a strong performance at the top of the ticket if that occurs.

Republicans in the State Assembly hold a 60-39 majority and are in an offensive position to maintain control. Democrats would need a net total of 11 seats to regain control and they are already in a defensive position to protect a handful of incumbents that they cannot risk losing. There are an estimated 8-10 competitive races in play between both parties and Assembly Republicans are likely to return next legislative session in control with plus or minus two seats in total.

In the midterm general election in 2010, less than 50 percent of the voting age population came out to vote while slightly less than 60 percent came out to vote in the midterms in 2006. This is compared with 70 percent of those that voted in the Presidential Elections in 2008 and 2012.

As small business owners and taxpayers,

there’s a great deal at stake for you with the candidate choices you face in the upcoming election. During this year’s IIAW Fall Planning meeting, the Board of Directors and Government Affairs Committee identified the importance of encouraging members to get out and vote as a strategic initiative and top priority for the Association.

To fulfill this directive, I encourage each of you to educate yourselves about the issues and candidates. Register to vote if you haven’t already, vote absentee if you cannot make it to the polls on Election Day, and make your voice heard and vote count on Tuesday, November 4th.

To learn more about how and where to vote and to view a sample ballot for where you reside, go to the My Vote Wisconsin website at myvote. wi.gov for additional information.

Photo ID Required for Voting in November The photo ID requirement established as part of 2011 Act 23 will be in effect for the November 2014 General Election following an order from the 7th Circuit Court of Appeals in Chicago.

The Wisconsin Supreme Court found the law to be constitutional. You will need to show a valid photo ID in order to vote. For additional information, go to the G.A.B. website at gab. wi.gov/elections-voting/photo-id.

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WISCONSIN INDEPENDENT AGENT

2014-15 FALL PLANNING For the 2nd straight year, Lake Lawn Resort in Delavan served as the site for the IIA of Wisconsin’s Fall Planning Session on Sept. 4. Over 100 volunteer members and staff met and talked about the objectives for the upcoming year. Newly installed President John Wickhem ushered in the event.

“We welcome our first time committee volunteers and long-time volunteer leaders. Thank you for your commitment to helping make our Association one of the best in the nation.”

John went on thank our fantastic company supporters and the committee chairs who lead the 10 Association committees.

The 2014-15 IIAW committee chairs are: Kim Dandrea, Agency Operations; Cathy Christensen, Automation/Technology; Tim Bever, Employee Benefits; Janelle Higgins, Emerging Leaders; Matt Weimer, Finance and Compensation; Skip Hansen, Government Affairs; Kevin Murray, Industry Relations; Jeff Thiel, Marketing and Membership Development; Mike Walston, Smaller Agencies; and Mark Truyman, Technical.

Samantha Jefferson, IIAW Director of Marketing, Membership and Events, spoke in depth about member benefits, both at the state and national level.

Executive Vice President Matt Banaszynski spoke about strategic planning. It was hoped that this focus would provide the committees with more direction and allow them to play an active role in what the board and staff are working to accomplish for our members.

Lobbyist Misha Lee also gave an impromptu speech about the upcoming election and the importance of political giving to the Conduit.

John also stressed the importance of donating.

“Your donations help the association gain access to legislators when advocating for or against legislation,” he said.

After the meeting, there was an outdoor party to watch the Packers take on the Seahawks. The game was fun (even though the Pack lost to the defending champs) and a great way to celebrate our partnership with the Packers Radio Network.

Thanks to our company sponsors who are featured in this magazine: AAA, ACUITY, Anthem Blue Cross Blue Shield, Austin Mutual, The Hanover, The IMT Group, Integrity Insurance, Progressive, QBE, SECURA, SFM, Society Insurance, Travelers, West Bend and Wilson Mutual.

Clockwise: After the Fall Planning meetings, everyone was ready to watch some football on the big screen.

Jack Demski (He’s a fan of Russell Wilson not the Seahawks) and Katie Goswitz in uniform. She likes Clay Matthew’s ability to shed blocks and get to the quarterback.

John Wickhem, president of the Independent Insurance Agents of Wisconsin for 2014-15.

Mary Morrison and Tom Helbach at the Packer party.

WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 37

Acquisition Strategy

#8

ONLINE LOSS CONTROL

“ Sell the value of online loss control services.”

Dave Young, Milwaukee Branch Risk Improvement Manager

Clients want more value, and one valuable way in which EMC helps clients is providing access to online loss control services. From training programs to safety posters, the materials your clients need to reduce losses are within reach.

It’s just one of the many reasons policyholders Count on EMC®.

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Home Office: Des Moines, IA

www.emcins.com © Copyright Employers Mutual Casualty Company 2014. All rights reserved.

38 | OCTOBER 2014

WISCONSIN INDEPENDENT AGENT

FOCUS ON CONTENT

GOING MOBILE

The Who’s song, Going Mobile, is about the freedom we have to go anywhere and escape anything with automobiles and mobile homes. Mobile devices are also about freedom, but also our responsibilities to family, work, friends and others. They’re always with us, and we’re always available.

 Getting in Tune. Google’s algorithm favors responsive websites. If your website was designed for the desktop era, or if you have separate desktop and mobile versions of your site, it’s time to move to a responsive website.

For better, or for worse, these small devices have become the dominant way to surf the web, and this has meant a dramatic shift in how web designers, developers, marketers and writers create websites.

 Who Are You? I Really Wanna Know.

Mobile users need you to get to the point. Unnecessary copy needs to go away — now.

Consider these:  I’m Free. One-third of all web traffic is on smartphones and tablet devices and rising fast, while users are abandoning their traditional computers.

One-third of all web traffic is on smartphones.

 Pictures of Lily. Images need to be optimized, because fast load times are critical to mobile users. Retina users should also have higher resolution images available for their devices.  They Call Me the Seeker. A mobile site needs to be easy to navigate, links need to be large enough and separated

enough to be easily pokeable with an index finger. Menus need to expand and collapse and/or move to the bottom to stay out of the way of the content.

These are just some of the considerations we use in our mobile-first approach to building websites.

If you don’t have a responsive website by now, you need one > This is not a photo of very soon. I’ll let Kurt Huber. Kurt Huber Pete Townshend is the senior art director wrap this up for at TMA+Peritus and the author of this article. me, “Mobile, Pictured above is The mobile, mobile Who, the legendary band yeah!” that provided all the bullet point song titles.

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WISCONSIN INDEPENDENT AGENT

OCTOBER 2014 | 39

CONTINUING EDUCATION

IN PERSON CLASSES

E&O Risk Management – Meeting the Challenge of Change 6 CE Credits Approved Date: October 16, 2014 Location: Madison – IIAW State Offices Time: 8:30 AM – 2:30 PM (Lunch provided) Ethics: When the Impossible Happens 4 CE Credits Approved Date: October 28, 2014 Location: Appleton – Radisson Paper Valley Hotel Time: 8:30 AM – 12:30 PM E&O Risk Management – Meeting the Challenge of Change 6 CE Credits Approved Date: November 13, 2014 Location: Pewaukee – Holiday Inn Pewaukee Time: 8:30 AM – 2:30 PM (Lunch provided)

ABEN ONLINE CLASSES

From Medicaid to the Exchange: What Every Agent Should Know 4 CE Credits Approved Date: October 22, 2014 Location: ABEN Online – iiaw.aben.tv Time: 8:30 AM – 12:30 PM Ethics in Today’s Changing Times 4 CE Credits Approved Date: October 22, 2014 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 4:00 PM Insurance and the Property Lease 2 CE Credits Approved Date: October 23, 2014 Location: ABEN Online – iiaw.aben.tv Time: 8:00 – 10:00 AM Hot Topics in Personal Lines 2 CE Credits Approved Date: October 23, 2014 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 2:00 PM Data Privacy Insurance 2 CE Credits Approved Date: October 28, 2014 Location: ABEN Online – iiaw.aben.tv Time: 9:00 – 11:00 AM

From Medicaid to the Exchange: What Every Agent Should Know 4 CE Credits Approved Date: October 30, 2014 Location: ABEN Online – iiaw.aben.tv Time: 8:30 AM – 12:30 PM

IIAW ONLINE CLASSES

Business Auto Coverages 3 CE Credits Approved Date: October 20, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM Who Is An Insured 3 CE Credits Approved Date: October 21, 2014 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM Ethics & Agent Liability 3 CE Credits Approved Date: October 28, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM Unlocking the Secrets of D&O Insurance 3 CE Credits Approved Date: October 29, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM Workers’ Compensation 3 CE Credits Approved Date: November 7, 2014 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM Additional Insureds & Certificates of Insurance 3 CE Credits Approved Date: November 10, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM E&O Risk Management – Meeting the Challenge of Change (Parts 1, 2 & 3) 3 CE Credits Approved for Each Class Date: November 12, 2014 Location: IIAW Webinar – iiaw.com/events Times: 8:00 – 11:00 AM (Part 1) 12:00 – 3:00 PM (Part 2) 4:00 – 7:00 PM (Part 3)

FOR MORE INFORMATION AND TO REGISTER FOR THESE CLASSES, PLEASE GO TO IIAW.COM TO RECEIVE 20% OFF ANY 2014 IN PERSON CONTINUING EDUCATION CLASS ENTER PROMO CODE: THANKS

WS E N E H T N I S R E B M ME Company Commemorates National Truck Driver Appreciation Week QBE North America Names Jeff Post COO In a move aimed at improving customer focus and profitable growth, QBE North America has appointed 25-year industry veteran, Jeff Post to head its US Middle Market business.

ACUITY announced that it is joining the nation in saying “Thank you” during National Truck Driver Appreciation Week to the 3.2 million men and women who travel our roads delivering goods safely, securely, and on time, while helping keep our highways safe.

Jeff brings 25 years of underwriting and agency management experience to this role, with eleven years of them with QBE’s Middle Market team. In addition to his extensive knowledge of the business, Jeff brings a passion for underwriting excellence and a focus on building profitable agency relationships.

Jeff Post

Effective immediately, Jeff Post resigns his position as Regional Vice President (RVP) for the QBE’s Midwest Region, stepping into a new role as Chief Operating Officer for the QBE Middle Market business, where, reporting to Bob James, President of Property and Casualty, he is responsible for strategy, alignment and oversight of all of QBE North America’s Middle Market activity. The Middle Market includes the Agribusiness and four regional businesses, Eastern, Central, Midwest and Western.

Of this change, Bob James says, “This is good for our market; it aligns our business with what the market’s needs, which is a customer-focused, marketfacing structure that will help drive better performance, and create stability in our appetite.

For more information about QBE, please visit www.qbena.com.

Company Employees Donate School Supplies ACUITY recently challenged its employees to donate as many school supplies as possible to support local children. Due to the generosity of hundreds of employees, 21 well-packed boxes full of school supplies and nearly $700 in cash were donated to Sheboygan County Health and Human Services. As a result of the campaign, many local children will have a great start to the Tricia Tienor and Andrew Arentsen display a portion of the school year. donations made by ACUITY employees.

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The 14-foot by 43-foot banner will be seen by over 25,000 people every day.

National Truck Driver Appreciation Week (September 1420) is the time to honor all professional truck drivers for their hard work and commitment in tackling one of our economy’s most demanding and important jobs. To mark the occasion, ACUITY is wrapping its corporate sign along Interstate 43 in Wisconsin with a banner thanking our nation’s truck drivers.

“We recognize drivers’ hard work, focus on customer service, and commitment to safety,” said Cliff Johnson, Trucking Specialist, ACUITY. “Truck drivers have a very demanding job, and ACUITY appreciates their contribution to our economy, community, and nation.”

ACUITY’s commitment to the trucking industry also includes insurance products, services, and resources customized to the needs of truckers. The company maintains a team dedicated to the trucking industry, publishes a quarterly InGear newsletter specifically for truckers, and offers numerous resources for loss control, safety, and instruction. ACUITY is also active in local and national trucking associations and encourages a dialog among the trucking community via its InGear Facebook page.

For more information about ACUITY, please visit www. acuity.com.

OCTOBER 2014 | 41

FOOD FOR THOUGHT LONG LIVE ROCK & ROLL!

Charles Edward Anderson Berry turns 87 on October 18. Chuck still performs monthly at Blueberry Hill in St. Louis, a 350-seat club that he’s sold out since he started playing there in about 1997. His most famous guitar riff – listen to the opening of “Johnny B. Goode – was lifted directly from a piano lick in the song “Ain’t That Just Like A Woman” by Louis Jordan.

Chuck Berry circa 1960 • Speaking of “Goode,” he took that word from the street he lived on in St. Louis when he was a boy. He lived at 2520 Goode Avenue. In 1986, it was renamed Annie Malone Drive after the woman who financed a children’s home on the street.

stands as the Willie Dixon’s Blues Heaven Foundation (bluesheaven.com).

• Chuck recorded for Chess Records in Chicago from 1956-1966. The studio at 2120 S. Michigan Ave. (where he recorded Johnny B. Goode” and so many others) still

• The Rolling Stones were huge fans. They covered a Berry song on each of their first 3 albums. As a side note, the Stones took their name from Muddy’s song,

• Muddy Waters, one of Chuck’s biggest influences, told Chuck to go see Leonard Chess at Records.

“Rollin’ Stone.”

•The melody of The Beach Boys’ classic “Surfin’ USA” is almost identical to the melody of Chuck’s 1958 classic “Sweet Little Sixteen”. They sounded so alike in fact that The Beach Boys had to give Berry co-writing credit in order to avoid a lawsuit.

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