Insurance Journal West 2014-10-06

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WEST On The Cover

Inside This Issue

Special Report:

America’s Best Independent Agencies to Work For

October 6, 2014 • Vol. 92 No. 19 • West

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31

NATIONAL COVERAGE

WEST COVERAGE

IDEA EXCHANGE

8

Millennials’ Dissatisfaction Rates Highest for Home Insurance

W2 California Governor Signs Earthquake

Insurance Information Bill

W11 Broker Duties: A Review of Insurance

Broker Duties Under California Law

8

Civil Engineers Hit Lack of National Plan on Flood Mitigation

W2 Insurance Lawsuit Settled by Bank

of America for $31M

32 Competing for Talent in Today’s

Market

12 Spotlight: 10 Things to Know About

Restaurants & Bars

W4 NFL Player’s Family Sues League

in California Over His Suicide

34 The Competitive Advantage: Chris

Burand

14 Surplus Lines Rate Hikes to Slow

as Competition Grows

W6 Experts: New Normal Creating Need

for More Predictive Modeling

36 How I Grew My Client’s Facebook Page

Likes by 500%

14 Lloyd’s Posts First-Half Profits

of $2.72 Billion

W8 New Mexico Judge Refuses to Stop

Uber, Lyft

39 2014 Professional Liability Directory

16 Insurance Journal Upgrades Magazine

App 18 M&A Review: MarshBerry on Q2

Results

57 International Insider: Knowing Your

Clean Technology Customer 66 Closing Quote: An Average Perspective

on Insurance Profitability Cycles

20 Coverage Options, Capacity Increase

for Extreme Sports, Entertainment

Risks 24 Special Report: Best Agencies to Work

For 2014

25 Best Agency to Work For – Overall

26 Best Agency to Work For – East

27 Best Agency to Work For – Midwest

28 Best Agency to Work For –

South Central

29 Best Agency to Work For – Southeast

30 Best Agency to Work For – West

DEPARTMENTS 10 10 W10 11 60

Declarations Figures People Business Moves MyNewMarkets

31 Spotlight: How to Handle Market

Transition in Builder’s Risk

4 | INSURANCE JOURNAL-WEST October 6, 2014

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NATIONAL COVERAGE

Opening Note Spouses and Success

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ow much do you credit your wife or husband with your work performance? Is it really the woman behind the man, or the man behind the woman, making the difference? According to new research from Washington University in St. Louis, the personality traits of the spouse people choose may play a role in determining whether their chosen career is a success.

“Our study shows that it is not only your own personality that influences the experiences that lead to greater occupational success, but that your spouse’s personality matters too,” said Joshua Jackson, PhD, assistant professor of psychology in Arts & Sciences and lead author of the study.

“The experiences responsible for this association are not likely isolated events where the spouse convinces you to ask for a raise or promotion,” Jackson said. “Instead, a spouse’s personality influences many daily factors that sum up and accumulate across time to afford one the many actions necessary to receive a promotion or a raise.”

Published in the journal Psychological Science, the findings are based on a five-year study of nearly 5,000 married people ranging in age from 19 to 89, with both spouses working in about 75 percent of the sample.

In an effort to gauge whether these spousal Having a conscientious personality traits might be spouse contributes to workseeping into the workplace, place success. the researchers tracked the on-the-job performance of working spouses using annual surveys designed to measure occupational success — self-reported opinions on job satisfaction, salary increases and the likelihood of being promoted.

Workers who scored highest on measures of occupational success tended to have a spouse with a personality that scored high for conscientiousness, and this was true whether both spouses worked and regardless of whether the working spouse was male or female.

The study also tested several theories for how a spouse’s personality traits, especially conscientiousness, might influence their partner’s performance in the workplace. Their findings suggest that having a conscientious spouse contributes to workplace success in three ways.

First, through a process known as outsourcing, the working spouse may come to rely on his or her partner to handle more of the day-to-day household chores, such as paying bills, buying groceries and raising children. Workers also may be likely to emulate some of the good habits of their conscientious spouses, bringing traits such as diligence and reliability to bear on their own workplace challenges. Finally, having a spouse that keeps one’s personal life running smoothly may simply reduce stress and make it easier to maintain a productive work-life balance.

What does this mean? People with ambitious career goals should pick spouses with Andrea Wells Editor-in-Chief highly conscientious personalities.

6 | INSURANCE JOURNAL-NATIONAL October 6, 2014

Publisher Mark Wells | mwells@wellsmedia.com EDITORIAL Editor-in-Chief Andrea Wells | awells@insurancejournal.com V.P. Content Andrew Simpson | asimpson@insurancejournal.com East Editor Young Ha | yha@insurancejournal.com Southeast Editor Michael Adams | madams@insurancejournal.com South Central Editor/Midwest Editor Stephanie K. Jones | sjones@insurancejournal.com West Editor Don Jergler | djergler@insurancejournal.com International Editor Charles E. Boyle | cboyle@insurancejournal.com Senior Editor Susanne Sclafane | ssclafane@insurancejournal.com ClaimsJournal.com Editor Denise Johnson | djohnson@claimsjournal.com MyNewMarkets.com Associate Editor Amy O’Connor | aoconnor@mynewmarkets.com Columnists Chris Burand Contributing Writers Alex Cary, Grant Chiles, David Coons, Dave Denysenko, Kathleen Ellis, Jack Elliot Jr., Mark Hollmer, Amy Ingram, Steven Plitt, Jessica Weinkle SALES V.P. Sales & Marketing Julie Tinney (800) 897-9965 x148 | jtinney@insurancejournal.com West Dena Kaplan (800) 897-9965 x115 | dkaplan@insurancejournal.com South Central Mindy Trammell (800) 897-9965 x149 | mtrammell@insurancejournal.com Midwest Lauren Knapp (800) 897-9965 x161 | lknapp@insurancejournal.com Southeast Howard Simkin (800) 897-9965 x162 | hsimkin@insurancejournal.com East Dave Molchan (800) 897-9965 x145 | dmolchan@insurancejournal.com New Markets Sales Manager Kristine Honey | khoney@insurancejournal.com Classifieds, Jobs, Agencies Wanted/For Sale Ly Nguyen (800) 897-9965 x125 | lnguyen@insurancejournal.com MARKETING/NEW MEDIA Marketing Administrator Gayle Wells | gwells@insurancejournal.com Advertising Coordinator Erin Burns (619) 584-1100 x120 | eburns@insurancejournal.com New Media Producer Bobbie Dodge | bdodge@insurancejournal.com DESIGN/WEB V.P. of Design Guy Boccia | gboccia@insurancejournal.com V.P of Technology Joshua Carlson | jcarlson@insurancejournal.com Audience Development Elizabeth Duffy | eduffy@wellsmedia.com Marketing Director Derence Walk | dwalk@insurancejournal.com Web Developer Jeff Cardrant | jcardrant@insurancejournal.com Web Developer Chris Thompson | cthompson@insurancejournal.com IJ ACADEMY OF INSURANCE Online Training Coordinator Barbara Whiffen | bwhiffen@ijacademy.com ADMINISTRATION Chief Executive Officer Mitch Dunford Chief Financial Officer Mark Wooster | mwooster@wellsmedia.com

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NATIONAL COVERAGE

News & Markets Millennials’ Dissatisfaction Rates Highest for Home Insurance

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en Y customers — or Millennials — who comprise the largest group of homebuyers and renters in the United States, are more critical of their homeowners and renters insurance experiences than any other generational group, according to the J.D. Power 2014 U.S. Household Insurance Study.

The study examines overall customer satisfaction with three distinct personal insurance product lines: homeowners, renters and individual life insurance. Satisfaction in the homeowners and renters insurance segments is measured by examining five factors: interaction; policy offerings; price; billing and payment; and claims.

Gen Y consumers born between 1977 and 1994 are the least satisfied among the

generational groups with their homeowners insurance experience. Satisfaction with their homeowners insurer averages 755 (on a 1,000-point scale), while satisfaction with their renters insurance provider averages 784. In contrast, satisfaction with homeowners insurance is highest among Pre-Boomers (born before 1946) at 846, and satisfaction with renters insurance is highest among Boomers (born 1946-1964) at 829.

Comparing the two largest generational segments, homeowners satisfaction among Gen Y customers is lower across all five study factors compared to Boomers’ satisfaction, most notably in interaction (-63 points) and claims (-59).

Overall the J.D. Power survey indicates customer satisfaction with homeowner

insurers has improved to 790 in 2014, up from 787 in 2013. The increase in satisfaction in 2014 is driven largely by a seven point improvement in the price factor.

Overall satisfaction among renters insurance customers dropped to 802 in 2014 from 809 in 2013. The leading drivers of that decline are lower scores in the interaction, and billing and payment factors.

The largest gaps in satisfaction between renter and homeowner insurance customers are in price and policy offerings factors: price satisfaction is 35 points higher among renters insurance customers, and policy offerings satisfaction is 16 points higher among homeowners insurance customers.

The 2014 study is based on 22,934 responses fielded in June and July 2014.

Civil Engineers Hit Lack of National Plan on Flood Mitigation

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n organization of civil engineers is calling for a national strategy for mitigating flood risks, saying the U.S. has not fully heeded lessons from Hurricane Katrina and Superstorm Sandy.

The American Society of Civil Engineers released its recommendations late last month during a conference on water issues in Philadelphia.

The group is calling for Congress and the Obama Administration to develop a sustainable way to pay for infrastructure maintenance and updates to help manage floods. It also wants more use of nature, rather than engineered solutions such as levees, to help contain risks.

And, it is calling for the federal government and other organizations to work together to educate the public about flooding and what can be done about it.

Robert Traver, the Villanova University professor who was chairman of the group that made the report, said the issues are critical.

“The failure to act today has future consequence,” he said.

8 | INSURANCE JOURNAL-NATIONAL October 6, 2014

The group says there have been a string of examples of the damage that flooding can do, including hurricanes Katrina and Rita in 2005, Ike in 2008, flooding in the Midwest in 2011 and Superstorm Sandy in 2012.

In the report, the engineers say the nation lacks a common vision for dealing with a growing flood risk.

Part of the problem, they say, is political. A national flood plain program called for by Congress has not been revised for 20 years, they say, and its recommendations have never been acted on.

In 2007, Congress called for a study of flood vulnerability, but never funded it.

As a result, structures like levees are not in great shape in many places.

And to make matters worse, the dangers of floods are deepening due to climate change and population growth.

The engineers say that one important lesson from Katrina, which created havoc on the Gulf Coast in 2005, is starting to settle in: the realization that absolute protection from flooding is not possible. The group says some communities are more cautious about allowing development in flood-prone areas. Since Superstorm Sandy struck the East Coast in 2012, the idea of flood resilience rather than prevention has gained currency.

The engineers have also changed their thinking over the years. In its 2007 report, the group recommended to “put someone in charge” of flood mitigation decisions. Now, it says, it recognizes a shared responsibility among local, state and federal governments.

Copyright 2014 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

www.insurancejournal.com

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NATIONAL COVERAGE

FIGURES

$16 Million

Is what a jury has awarded to the families of four passengers who were killed in a December 2011 helicopter crash near Lake Mead in Nevada. The jurors ruled against Sundance Helicopters Inc. in a wrongful death case filed by the families, concluding that the company’s negligence caused the four deaths.

DECLARATIONS

126

The number of workplace fatalities in Virginia in 2013, which represents a 15 percent decline from 2012, according to a preliminary report released by the U.S. Department of Labor in September.

Nationally, the number of workplace deaths fell 5 percent to 4,405 in 2013.

$7.4 Million The estimated amount over what it receives in premium payments that Louisiana’s health insurance program for state workers and public school employees will have to spend each month on claims and operating expenses. The nonpartisan Legislative Fiscal Office told lawmakers that the Office of Group Benefits, which covers 230,000 current state workers, public school employees, retirees and their dependents, will have to use $88 million from its reserve fund to cover its costs this year.

Climate Action

“As we have seen, when New York takes action the rest of the world pays attention and it is my hope that we can serve as a model for cities all across the world as we continue to confront climate change.”

— New York City Council Speaker Melissa Mark-Viverito on the council’s recently proposed bills to slash the city’s greenhouse gas emissions. The bills, introduced in September, include measures designed to promote low-carbon transportation and make large and small buildings more energy efficient.

Reckless Negligence

“They weren’t just negligent here, they were reckless.”

— Jim Heckbert, an attorney for the family of a teenager who died in an avalanche while skiing at Vail Resorts in Colorado January 2012, argued successfully for the case to go forward. The family is seeking damages of more than $700,000.

No Definitive Answer

“I don’t know that anybody thought we were going to be able to come out of this with a definitive answer in such a limited amount of time to something so complex.”

$42 Million The amount that the unrest in Ferguson, Missouri, that followed the Aug. 9 shooting death of Michael Brown by a police officer has cost St. Louis County. Of that amount, $2.6 million has been spent on police overtime. Another $170,000 was for damage to police cars caused by rioters.

10 | INSURANCE JOURNAL-NATIONAL October 6, 2014

$2.9 Million The approved settlement amount in a case involving a West Virginia chemical spill that contaminated water supplies for some 300,000 people. The settlement will rely on almost all of the insurance proceeds from a $3 million policy provided by AIG Specialty Insurance Co. for bankrupt Freedom Industries. The company’s January spill spurred a tap-water ban for days. Freedom filed for bankruptcy eight days later.

— Rex Buchanan, interim director of the Kansas Geological Survey and chairman of a three-member task force studying earthquakes in Kansas. The state has experienced 49 earthquakes this year through late August, an unusually high increase over previous years. The panel concluded that there’s not enough data to determine the reasons for the increase.

Much Rain on the Plain

“It was a very good rain for everybody.”

— Justin Weaver, a meteorologist with the National Weather Service’s Lubbock, Texas, office. The remnants of Hurricane Odile, which battered Baja California in mid-September, brought much needed rain to Texas — too much too fast in some cases, with flooding occurring in many parts of the state. Rainfall amounts across the state ranged from two inches to as much as 14 inches. www.insurancejournal.com

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News & Markets California Governor Signs Earthquake Insurance Information Bill ov. Jerry Brown has signed Assembly Bill 2064, which aims to change the way Californians learn about earthquake insurance for their homes.

Under California law, insurers that sell residential property insurance also must offer earthquake coverage to their policyholders. The current notice is the only required offer of earthquake insurance that policyholders ever get and hasn’t changed for 30 years.

AB 2064, authored by Assemblyman Ken Cooley, D-Rancho Cordova, makes updates and improvements to the wording and contents of the mandatory offer of earthquake

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insurance. The bill also will require insurance companies that offer earthquake coverage from the California Earthquake Authority to send an additional communication every year that describes current CEA policy and coverage choices.

“This bill should improve the low take-up rate by using clearer, more consumer-friendly language in mandatory notices,” California Insurance Commissioner Dave Jones said in a statement.

Along with revising the mandatory notice, AB 2064 will allow the CEA through its participating insurers to provide addi-

tional up-to-date earthquake information to their policyholders, including the 8 million Californians without earthquake insurance.

“This additional communication will consistently help educate residents about earthquake risk and CEA product options,” CEA CEO Glenn Pomeroy said in a statement.

“With AB 2064’s innovations, more people will get more information about earthquakes, seismic risk, and sensible options for earthquake insurance.”

The updated notice will replace outdated, confusing language, and will bring new opportunities for financial preparedness for earthquakes, according to CEA. The updated mandatory offer/notice and the annual CEA outreach message will come into effect in January 2016.

New Mexico Inmate Sues for Not Being Allowed to Worship Satan

Insurance Lawsuit Settled by Bank of America for $31M

Burned Armpit Hair Caused Idaho Car Crash

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state prison inmate says New Mexico correction officials aren’t allowing him to practice his religion and properly worship Satan behind bars.

Bernard Pritchard recently filed a lawsuit in state court alleging the chaplain and deputy warden at the Southern New Mexico Correctional Facility in Las Cruces treat his faith differently than others.

Pritchard is asking a judge to force the New Mexico Corrections Department to let him worship Satan more freely and wants $140,000 in damages.

The New Mexico Corrections Department declined comment. Prison officals say they try to accommodate all religions. Pritchard is serving time on aggravated stalking charges.

Copyright 2014 Associated Press.

W2 | INSURANCE JOURNAL-WEST October 6, 2014

ank of America has agreed to pay $31 million to settle a class action lawsuit that claims mortgage borrowers were forced to maintain excessive flood insurance coverage.

U.S. District Court Judge Michael Simon approved the settlement in an opinion filed in late September.

About 359,320 members of the national class action lawsuit will receive a portion of the $21.82 million set aside for them.

The attorneys representing the borrowers will get $7.7 million in legal fees, about a quarter of the settlement. The settlement administrator, Analytics LLC, will be awarded $630,000.

Larry and Ronda Arnett filed the class action lawsuit in Oregon in 2011, and it was joined by several other cases originally filed elsewhere. Each of those plaintiffs will receive $2,500 as an incentive award.

Copyright 2014 Associated Press.

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SUV full of teenagers crashed in Idaho in September after one of the passengers lit the driver’s armpit hair on fire with a lighter, authorities said.

All five young people in the Ford Bronco were hurt in the crash and received medical treatment, the Ada County Sheriff’s Office said.

Two of the passengers, ages 15 and 16, were thrown from the vehicle, but none of the five suffered life-threatening injuries.

The sheriff’s department said the rollover occurred after a 16-year-old boy was goofing off in the front seat and lit 18-year-old Tristian Myers’ armpit hair on fire while Myers was driving.

Deputies cited Myers with inattentive driving, while the 16-year-old was cited for interfering with the driver’s safety. The passenger’s name wasn’t released. A 17-year old also was in the front seat but was not cited.

Deputies also said none of the teens was wearing a seatbelt, and there was evidence Myers was driving too fast.

Copyright 2014 Associated Press. www.insurancejournal.com

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WEST COVERAGE

News & Markets NFL Player’s Family Sues League in California Over His Suicide

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he wife and sons of former San Diego Chargers defensive back Paul Oliver are taking legal action against the NFL for wrongful death, blaming sports-related con-

1 W4ABRAM16731.indd | INSURANCE JOURNAL-WEST October 6, 2014

cussions for his suicide last year.

The suit was filed in late September in Los Angeles County Superior Court against the league, the Chargers, the New Orleans Saints

9/22/14 2:25 PM

and the corporations that own several helmet manufacturers. It also alleges fraud and negligence.

It says that Oliver, 29, shot himself to death in front of his wife, Chelsea, and two sons last September at his home in Marietta, Ga., about 20 miles northwest of Atlanta.

The suit alleges that his death was a “direct result of the injuries, depression and emotional suffering caused by repetitive head trauma and concussions suffered as a result of playing football, not properly appreciating football’s risks with respect to head trauma” and using defective helmets.

The suit claims that Oliver suffered “mood, memory and anger issues” associated with repetitive head trauma and that after his death, a pathologist confirmed that he had chronic traumatic encephalopathy.

That is a progressive degenerative brain disease found in athletes and others with a history of repetitive brain trauma, according to the CTE Center at Boston University’s medical school.

The suit contends that the NFL and others knew for decades about risks associated with such injuries but concealed the information, leaving Oliver ignorant about the risks of play when making football decisions.

It also claims the NFL encourages players to disregard the results of violent head impacts and glorifies the “brutality and ferocity” of football as a marketing strategy.

The NFL has proposed a $765 million settlement of a different concussion-injury lawsuit that could affect thousands of athletes.

Earlier in September, in a report prepared for the federal judge handling that class action case in Philadelphia, the NFL released actuarial data estimating that nearly three in 10 former players will develop debilitating brain conditions, and that they will be stricken earlier and at least twice as often as the general population.

Copyright 2014 Associated Press. www.insurancejournal.com

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News & Markets Experts: New Normal Creating Need for More Predictive Modeling

By Don Jergler

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“new normal” has created the need for catastrophe modeling to move from historic to predictive methods of looking at extreme weather risk, according to a panel of risk experts speaking in September at the annual Chartered Property Casualty Underwriter Society meeting in Anaheim, Calif.

The four-day conference included a keynote speech by NBA star Earvin “Magic” Johnson, and various sessions tackling topics from telematics to pricing analytics to employment liability practices prevention to terrorism risks.

The modeling panel was focused on “global extreme weather,” and included experts from EQECAT and Zurich North America. It was moderated by Louis E. Nunez, international product underwriter terns change so should modeling this risk, at Zurich. said Larsen, who called for a shift from Tom Larsen, senior vice president and historic to more predictive risk assessment product architect at EQECAT, cited a methods. report from research group The Geneva He added, “We are now sailing into the Association that asserts that global climate unknown.” is now moving into a “new normal.”

Larsen said it doesn’t matter wheth Larsen was referer climate change is manmade or a ring to a report put ‘We are now sailing out by the group into the unknown.’ result of periodic changes in the climate that have occurred throughout last year asserting history. that the impacts of a warming ocean and “We don’t need to prove causation,” he climate change threatens the insurability of said. catastrophe risk.

On a high note, the insurance industry As the world’s climate and weather pat-

RMI Insurance Services Joins Brakke Schafnitz RMI Insurance Services has recently joined Brakke Schafnitz Insurance Brokers & the Signature Insurance Group of companies. “We are excited about the additional talent and resources for all of our clients and insurance carrier partners,” says Matt Schafnitz, CEO.

W6 | INSURANCE JOURNAL-WEST October 6, 2014

by-and-large has time to adapt to these changes, considering that, for example, most property insurance renews on one-year cycles — a short timeframe compared with a 50-year-plus horizon for climate change, Larsen added.

Given that sea levels are rising at an average rate of 3mm per year, according to data from the National Oceanic and Atmospheric Administration, it will take 100 years for sea levels to rise a foot, Larsen noted.

“It’s sufficiently slow” to build into models, he said. continued on page W8

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News & Markets New Mexico Judge Refuses Federal Judge Won’t Block to Stop Uber, Lyft Fracking in Nevada

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state judge has denied a request by New Mexico taxi cab and limousine companies for a temporary restraining order against the ridesharing services Lyft and Uber.

District Court Judge Nancy Franchini wrote in her order denying the request in late September that the plaintiffs haven’t met their burden of showing they’ll suffer irreparable injury unless an injunction is granted.

Lyft officials called the ruling a positive step.

The issue will continue to be dealt with by the New Mexico Public Regulation Commission.

The PRC approved a cease-and-desist order against Lyft last May. The commission has yet to enforce it and has scheduled a hearing for next month to amend some rules to accommodate ridesharing firms.

Copyright 2014 Associated Press.

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federal judge has refused to block the release of oil and gas leases in Nevada that critics say will be used for hydraulic fracturing that could harm sage grouse and cause more environmental damage than the Bureau of Land Management admits.

U.S. District Judge Miranda Du ruled she has no authority to grant opponents’ request for an emergency order to prevent the BLM from formally issuing the leases.

Representatives of the Reese River Basin Citizens Against Fracking, says they’re considering refiling the complaint.

The coalition says the BLM has abused its authority by limiting public comment and failing to conduct an adequate review of the potential impacts of the fracking.

Copyright 2014 Associated Press.

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continued from page W6 The bigger question is whether there is sufficient data now being gathered to develop effective cat models in a changing climate, he added.

He noted that despite access to modern computer modeling and years of weather data, three insurers fell in to insolvency issues following the devastating 2011 Joplin, Mo., tornado.

Many in the field are now including conditional frequency models based on assumptions about ensuing weather patterns, he said, adding that such moves are leading to the adoption of tools like Tail-Value-at-Risk measurement, which quantifies an expected value of loss outside a given probability level.

However, while there is a growing need to implement more alternative techniques to model catastrophe risks, such as TVaR, they are generally not accepted by ratings agencies and regulators, Larsen said.

“Knowing the climate is changing, we really don’t have a good frequency-of-severity model,” he added.

Lindene Patton, who helped develop the White House’s National Climate Assessment report and a former climate product officer for Zurich Insurance Group, agreed with Larsen’s call to develop and implement more modeling tools, and added that there is “a temporal dissonance between the instruments we’re trying to offer and the challenge we’re trying to solve.”

David F. Smith, senior vice president of model development for EQECAT, said there is too much volatility to simply rely on historical models.

“The volatility is just enormous in these things,” Smith said.

Using Superstorm Sandy an example he noted that the average return rate for such a storm is one-in-20 years for New York and one-in-180 years for New Jersey.

Even when looking at average annual losses there’s a great deal of volatility, he said.

The average loss year for the U.S. is $11 billion, but the standard deviation was $22 billion, with two-thirds of normalized losses over the past 50 years coming from roughly a dozen seasons, he added. www.insurancejournal.com

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WEST COVERAGE

People Bob Irvin

Lockton has named Bob Irvin as president of its San Francisco office.

Adam McDonough will continue in his role as executive vice president.

Irvin has more than 10 years of experience providing property/casualty and employee benefits advisory services to private equity firms and their portfolio companies.

Irvin has served in executive and senior vice president roles at Lockton. He was previously a senior vice president with Marsh prior to positions at Financial Engines and the U.S. House of Representatives.

Kansas City, Mo.-based Lockton provides clients with risk management, insurance and employee benefits consulting services .

Donna Bacarti

Brad O’Neill

Gorst & Compass Insurance has named Donna Bacarti its senior personal lines underwriter.

Bacarti will manage the newly opened San Diego, Calif., branch.

Bacarti has extensive personal lines experience and has been working in the excess and surplus lines industry for more than 21 years.

Most recently Bacarti was personal lines manager in the Burns and Wilcox San Diego office.

Bacarti has worked at Barney & Barney, Alliant Insurance Services (formerly Robert F. Driver Co.) and BB&T (formerly John Burham & Co.).

Gorst & Compass is a wholesale brokerage firm with offices in Los Angeles, Orange County, Sacramento and now in San Diego.

Adele Garcia

Nikki Donnelley

Brad O’Neill has been named to lead Colorado-based Flood and Peterson’s employee benefits department.

O’Neill has more than 20 years of experience in the health and welfare industry. Prior to joining Flood and Peterson, O’Neill served as CEO of Golden Bee Advisors, an insurance consulting firm.

O’Neill created the Roaring Fork Valley Community Health Plan, and he assisted with the creation of Colorado’s first health insurance cooperative, the Colorado HealthOp. Flood and Peterson provides solutions in commercial insurance, employee benefits, retirement planning and surety programs.

Burnham Benefits Insurance Services Inc. has named Adele Garcia a senior account executive in its San Francisco Bay area office.

Garcia will consult with Burnham clients to help them educate, instruct and engage employees on wellness ini-

W10 | INSURANCE JOURNAL-WEST October 6, 2014

tiatives and efficient management of the health services and benefits available to them.

Prior to Burnham Benefits, Garcia was vice president of the employee benefits division at Andreini and Co. Burnham is an employee benefits consulting and brokerage firm headquartered in Irvine, Calif. It has offices in Orange County, the San Francisco Bay area, Los Angeles, San Luis Obispo and Santa Barbara, as well as satellites in Oregon and the Washington D.C. metro area.

Twin Falls, Idaho-based Starley-Leavitt Insurance Agency has named Nikki Donnelley an account executive.

Donnelley specializes in commercial insurance for construction and condominium risks. She has worked in the insurance industry since 1991 and also has experience managing a large construction company.

Starley-Leavitt is part of Leavitt Group, which offers clients property/casualty insurance, risk management, employee benefits solutions and other services.

Brian Weaver, senior vice president of sales for Menlo Park, Calif.-based McGraw Group of Affiliated Cos., has retired effective Sept. 30.

Cindy Roth has joined the McGraw Group as senior vice president of sales and distribution.

Weaver has been with the company for 34 years. He joined the company working with Jack McGraw to build the motorcycle insurance program and Western service contract platforms, which both still remain as trademarks of the organization.

Roth has more than 25 years of experience working in insurance sales and underwriting, most recently as the division executive for The Harford’s Southwest territory.

She spent 10 years at The Hartford, and prior to that she was with companies including Travelers, Marsh, Kemper Insurance Co. and Everest National.

The McGraw Group includes McGraw Powersports, McGraw Insurance Services, Western Service Contractors and Pacific Specialty Insurance Co. Wholesale Trading Co-Op Insurance Services LLC has named Sean Shannon vice president and property broker on the firm’s property team.

Shannon will be based in WTCI’s San Francisco office.

Shannon joins WTCI from Worldwide Facilities Inc., where he specialized in the analysis and placement of complex property programs. Prior to Worldwide, Shannon was a property broker at CRC/Crump.

WTCI is a wholesale brokerage firm with offices in San Francisco, New York, Atlanta, Ga. and Princeton, N.J. www.insurancejournal.com

IDEA EXCHANGE

Broker Duties

A Review of Insurance Broker Duties Under California Law

R

ecently the California Court of Appeals provided an excellent summary of the duties of insurance agents and brokers under California law. See Mark Tanner Const., Inc. v. HUB Int’l. Ins. Services, Inc., 224 Cal.App.4th, 574, 169 Cal. Rptr.3d 39 (3rd Dist. 2014).

The following general

By Steven Plitt principles of duty were identified by the Court: 1. Insurance agents and brokers usually only act as the agent for the insured in procuring a policy of insurance under California law.

HUB Int’l., 224 Cal.App.4th at 584, 169 Cal. Rptr.3d at 47 (citing Carlton v. St. Paul Mercury Ins. Co. (1994) 30 Cal.App.4th 1450, 1457, 36 www.insurancejournal.com

Cal.Rptr.2d 229). requested insurance policies unless (a) the However, an insurance broker can act in a broker misrepresents the nature, extent or dual capacity when the broker serves as the scope of the coverage being offered or proinsured’s broker in procuring insurance but vided; (b) there is a request or inquiry by the also acts as the insurance company’s ‘Insurance agents and brokers agent by collecting the premium and delivering the policy to the insured. usually only act as the agent for HUB Int’l., Id. (citing Cal. Ins. Code § the insured in procuring a policy 1732; Maloney v. Rhode Island Ins. Co. of insurance under California law.’

(1953) 115 Cal.App.2d 238, 244, 251 P.2d 1027). insured for a particular type or extent of coverage; or (c) the insurance broker assumes an 2. Insurance brokers owe a limited duty additional duty by either express agreement to their clients. Insurance brokers are only or by holding himself/itself out as having required to use reasonable care, diligence, expertise in a given field of insurance being and judgment in procuring the insurance sought by the insured. HUB Int’l., Id. (citing requested by an insured. HUB Int’l., 224 Pacific Rim Mechanical Contractors, Inc. v. Aon Cal.App.4th at 584. Generally brokers do Risk Ins. Services West, Inc. (2012) 203 Cal. not breach this duty to clients to procure continued on page W12 October 6, 2014 INSURANCE JOURNAL-WEST | W11

IDEA EXCHANGE

Broker Duties continued from page W11 App.4th 1278, 1283, 138 Cal.Rptr.3d 294).

3. Insurance brokers owe no duty to their clients to investigate the financial condition of an insurance company before placing insurance with that insurance company on their client’s behalf. HUB Int’l., 224 Cal. App.4th at 584 (citing Wilson v. All Service Ins. Corp. (1979) 91 Cal.App.3d 793, 798, 153 Cal. Rptr. 121).

The California Court reasoned that the insurance code prescribes the financial requirements for insurance companies and the insurance commissioner is the one that has the continuing duty to oversee that financial condition. Therefore the courts have found that it would be superfluous and would create a conflict with the regulatory scheme to impose on insurance brokers a similar duty to ascertain the financial soundness of the insurance company.

4. An insurance broker has no duty to give a named insured notice of the insurer’s intent to cancel the policy because that duty rests with the insurance company. HUB Int’l., 224 Cal.App.4th at 585 (citing Kotlar v. Hartford Fire Ins. Co. (2000) 83 Cal.App.4th 1116, 1123,

100 Cal.Rptr.2d 246).

Co., Inc. v. Hayward, Tilton & Rolapp Ins. Additionally, insurance brokers do not Associates, Inc. (2004) 115 Cal.App.4th 1145, have a duty to inform insureds of any adverse 1156, 10 Cal.Rptr.3d 582). changes in the insurance company’s financial However, an insurance broker does act in capability after the insurance policy has a fiduciary capacity in those situations where been issued. HUB Int’l., Id. (citing Pacific Rim the broker receives and holds premiums or Mechanical Contractors, Inc. v. Aon Risk Ins. premium refunds for the insured. HUB Int’l., Services West, Inc. (2012) 203 Cal.App.4th at Id. (citing Cal. Ins. Code § 1733.)

1284). In rejecting such a duty, the California Other than when the agent or broker is Courts reason that imposition of such a duty handling the insured’s money, the California should be done by the California Legislature courts have noted that an agent’s/broker’s and not duty — whether ‘Insurance brokers owe no duty the courts or not phrased as a because it fiduciary duty — is to their clients to investigate the would funfinancial condition of an insurance no greater than damentally duty to use company before placing insurance the alter the reasonable care and with that insurance company on nature and diligence in procurcorresponding insurance. One their client’s behalf.’ ing duties of California Practice insurance brokers, which would increase the Guide has reported California law in this costs of procuring insurance. (Pacific Rim, context as follows: 203 Cal.App.4th at 1285.)

It is not clear in what respect the “fiducia5. It is unclear under California law whethry duty” owed by an independent insurance er a fiduciary relationship exists between agent [broker] differs from the duty of due an insurance broker and the insured. HUB (reasonable) care. As used in respect to an Int’l., 224 Cal.App.4th at 585 (citing Hydro-Mill independent agent, “fiduciary duty” may refer merely to avoidance of conflict of interest, self-dealing, excessive compensation, etc. HUB Int’l., 224 Cal.App.4th at 586 (citing Croskey et al., Cal. Practice Guide: Insurance Litigation (The Rutter Group 2012) ¶ 11:166, p.

11-40.)

The law regarding insurance agent or broker duties is similar to the fundamental legal duties of agents and brokers in California to use reasonable care, diligence, and judgment in procuring the insurance Goldenbear.com requested by the insured.

They duty can change based on nuanced facts regarding the specific interactions between the agent/broker and the client/ insured.

To determine the agent’s duty in a particular state jurisdiction, the agent should consult an attorney in that jurisdiction.

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Plitt is chair of the insurance coverage practice group at Kunz Plitt Hyland & Demlong P.C. based in Phoenix, Ariz. www.insurancejournal.com

NATIONAL COVERAGE

Business Moves Berkshire Hathaway Specialty Berkshire Hathaway Specialty Insurance (BHSI) said it is entering the fidelity and crime insurance market, and has named Brian O’Neill to lead the effort.

O’Neill joins BHSI with 30 years of fidelity and crime underwriting and management experience, most recently as executive vice president and senior fidelity officer at AIG. He’s based in BHSI’s New York office.

The new fidelity and crime insurance capabilities are the latest addition to BHSI’s expanding line of executive liability products. BHSI currently offers Executive First Fiduciary Liability Insurance and Executive First D&O Liability insurance for large commercial and financial organizations.

ACP Re, Tower, National General After months of uncertainty, the merger of ACP Re Ltd. and struggling reinsurer Tower Group International has finally closed.

Bermuda-based ACP Re and Tower announced the closing of the merger on Sept. 15. Now that this is done, Tower is a wholly owned subsidiary of ACP Re. Another transaction happened in tandem with the merger deal. National General Holdings Corp. (part owner of ACP Re along with the founder of AmTrust Financial Services Inc. and Maiden Holdings Ltd., via a trust) announced that it had closed its acquisition of Tower’s personal lines business.

National General is a specialty personal lines insurance holding company. It has snatched up the rights for new and renewal business for the Tower personal lines insurance operations, which generated $433.1 million in gross written premiums in 2013, according to the deal announcement. As well, the company acquired the “Attorneyin-Facts” that manage two reciprocal exchanges, which produced $223 million of gross written premiums in 2013.

National General said it has had access to the Tower personal lines book under a cutthrough reinsurance agreement effective as of Jan. 1, 2014.

The Tower Group/ACP Re merger proposal was first announced in January and www.insurancejournal.com

amended during the year. Whether or not the deal would close had been increasingly in doubt, in part due to a series of ratings downgrades for Tower Group as it faced growing net losses and uncertainty over whether it could carry its debts through the merger.

In early September, Tower Group announced that the U.S. Securities and Exchange Commission was investigating the company — a long-struggling Bermuda insurer and reinsurer — without offering additional details.

Arthur J. Gallagher, Hagedorn Arthur J. Gallagher & Co. announced that it has acquired Hagedorn & Co. located in New York, N.Y. Terms of the transaction were not disclosed.

Founded in 1869, Hagedorn is a retail insurance broker providing property/casualty, risk management, group benefits and personal lines insurance products and services for commercial and individual clients throughout the northeastern United States.

Hagedorn CEO Daniel Gabel and his associates will continue to operate in New York City and White Plains, N.Y., under the direction of Douglas Brown, head of Gallagher’s northeastern retail P/C brokerage operations. Hagedorn has more than 30 employees.

Willis Re, SurePoint Re Willis Group Holdings plc announced that Willis Re Inc., its North American reinsurance business, has entered into a definitive agreement to acquire the assets of SurePoint Reinsurance Advisors, LLC, in Portland, Maine.

Details of the transaction, which is expected to be completed in the late third or early fourth quarter of 2014, were not disclosed.

SurePoint is a professional advisory and reinsurance broking firm that provides specialist services to insurance companies in the employee benefit market, specifically the accident and health (A&H) sector.

Insure.net, Stark Agency Insure.net, an independent insurance agency based in North Haven, Conn., announced it has acquired Stark Agency in Chester, Conn.

Founded in 2006, Insure.net has mostly been a personal lines agency but the firm is now starting to grow its commercial lines business, said Robert Caldarella, a managing member of Insure.net.

Founded in 1940, Stark Agency provides personal insurance including home, auto and life, as well as business insurance and employee benefits. Stark Agency’s five employees will continue to serve clients from their Chester office.

R&R, Snyder Insurance R&R Insurance Services Inc. and Snyder Insurance Agency, an independent insurance agency based in Oconomowoc, Wis., have merged. Both are well-established agencies in Waukesha County.

R&R Insurance will be celebrating 40 years of service in southeastern Wisconsin next year and has been named one of the top 100 Property & Casualty agencies nationally by Insurance Journal.

Locally owned and operated, R&R is committed to personal service, quick claim response, and the highest level of knowledge and expertise.

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 11

SPOTLIGHT

10 Things to Know About Restaurants & Bars

There are more than 990,000 restaurant locations in the United States that account for some $683.4 billion in annual sales. — National Restaurant Association

Outbreak data show that Americans are twice as likely to get food poisoning from food prepared at a restaurant than food prepared at home. A recent study analyzed “solved” outbreaks of foodborne illness over a 10-year period — those outbreaks where both a food and a pathogen were identified by investigators — and found that 1,610 outbreaks in restaurants sickened more than 28,000 people. In contrast, 893 outbreaks linked to private homes caused nearly 13,000 cases of foodborne illnesses. — Center for Science in the Public Interest

Around 60 percent of claims placed against bars and nightclubs are a result of assault and battery. The claims can range from customers or employees fights, to customers claiming that the security personnel in the bar or nightclub used unreasonable force dealing with them.

The leading cause of fire ignition for restaurants is deep fryers, ranges and other cooking equipment. Electrical malfunction is one of the most common causes of restaurant fires. — Insgroup The most common types of injuries for restaurant workers are sprains and strains, which account for one-third of all injuries reported by restaurants.

Other common injuries include cuts, burns and bruises. — “A Menu for Protecting the Health and Safety of Restaurant Workers,” a joint project of the Labor Occupational Health Program at UC Berkeley and Young Workers United.

Each year roughly 1 in 6 Americans (or 48 million people) get sick, 128,000 are hospitalized, and 3,000 die of foodborne diseases. — Centers for Disease Control and Prevention

States representing the majority of drinking places were: Wisconsin with 4,489; California with 4,449; Texas with 4,388; New York with 4,283; Illinois with 3,634; Pennsylvania with 3,572; Florida with 3,191; and Ohio with 3,201.

Other significant states included Michigan, New Jersey, Louisiana, Indiana, Iowa, Minnesota, and Washington. — National Club Industry Association of America

There are approximately 20,000 bars and nightclubs in the country. The U.S. bar and nightclub industry’s drinking establishments primarily engaged in the retail sale of alcoholic drinks number around 65,000, which generated approximately $20 billion in combined annual sales revenue, with the average establishment accounting for about $200,000. — Dun & Bradstreet

12 | INSURANCE JOURNAL-NATIONAL October 6, 2014

The bar and nightclub industry consists mostly of small businesses, with few major operators and many being family owned and operated.

More than 77.6 percent of establishments are small businesses employing up to nine people, and a total of 98.2 percent employing under 50 people.

— U.S. Census Bureau

Major sources of revenue for nightclubs and bars include beer (35 percent of sales), distilled spirits or hard liquor (30 percent), food and non-alcoholic beverages (20 percent), and wine (7 percent).— National Club Industry Association of America

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NATIONAL COVERAGE

News & Markets Surplus Lines Rate Hikes to Slow As Competition Grows

By Mark Hollmer

tion with both brokers and insureds, according to the report. wo insurance rating entities see slow For now, A.M. Best said, ing rate increases for the surplus lines the surplus lines insurance segment in the coming months as competimarket is stable, but profit tion grows. margins should shrink “in Moody’s Investors Service said that the the near term” as average U.S. excess and surplus lines sector is experate increases dip on variriencing growth and strong profitability, ous coverage lines thanks to rate increases, an and competition improving economy and the The surplus A.M. sector’s limited appetite to lines insurance grows.

Best said that keep on risks at inadequate market is the surplus lines prices. Moody’s, as detailed stable, but could see some impact in the in its report “U.S. Excess and Surplus Sector Profile,” profit margins U.S. through a number of pieces legislation, includexpects those rates to rise, but should shrink in ofingpending a hoped-for renewal of the at a slower pace on the casualTerrorism Risk Insurance Act, ty side. Commercial property the near term. which offers federal reinsurance rates will keep declining as coverage to help protect businesses in the capacity and competition both increase, the aftermath of a terrorist attack. report concluded.

Another measure, the Flood Insurance A.M. Best offered similar perspective but Market Parity and Modernization Act of with a longer look back. The company’s 2014, would make sure that surplus lines latest Best Special Report notes that surplus insurers can offer private market products lines insurers experienced a big rebound to consumers that need specialized flood in profitability in 2013 because of relatively coverage. light catastrophe losses compared to the Moody’s is more optimistic about excess previous year, more profitable underwriting and surplus lines trends, noting that these and big investment gains. The sector also companies, lacking rate and form regulacontinues to grow with a focus on “unique tion, will be able to “navigate the property and creative products” designed in coopera-

T

and casualty insurance cycle with strong balance sheets, despite challenges from catastrophe losses and low interest rates.”

Enrico Leo, a Moody’s vice president and report author, said in a statement that the sector’s profitability will likely “remain solid, given that ongoing casualty rate increases are at least keeping pace with loss ratio trends,” assuming no large catastrophes take place.

Moody’s predicted in its report announcement that the flow of casualty business into the E&S market will slow down, “as standard commercial insurers look to retain their existing business and expand their risk appetite for new business — but not necessarily higher risk E&S lines — over the next 12 months.”

Lloyd’s Posts First-Half Profits of $2.72 Billion

L

loyd’s reported a profit of £1.67 billion [$2.7218 billion] for the first six months of 2014, marking a 21 percent increase on the corresponding period last year.

The announcement said that “while these results show an improvement over the equivalent period in 2013, market conditions are becoming increasingly challenging.”

Lloyd’s CEO Inga Beale believes the results are reflective of the market’s expert underwriting. “Continued innovation, combined with robust oversight and financial strength, all ensure the successful operation 14 | INSURANCE JOURNAL-NATIONAL October 6, 2014

of the market despite challenging conditions,” she said.

Lloyd’s also noted that in June it “received a rating upgrade by Fitch from ‘A+’ to ‘AA-’, citing Lloyd’s excellent underwriting oversight, and investment in risk and exposure management practices as part of Solvency II preparations.”

Lloyd’s Chairman John Nelson said the half year results are particularly positive in the current competitive environment: “The Lloyd’s market continues to remain in

a strong financial position, and this solid foundation means Lloyd’s is in a great position to continue to expand in both established and high-growth economies around the world.” www.insurancejournal.com

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NATIONAL COVERAGE

News & Markets Insurance Journal Upgrades Magazine App

I

nsurance Journal Magazine has updated its magazine news app for smartphones and tablets.

The e-news app, which was originally launched in 2009, now offers users the ability to share and stream with others, plus improved video performance for tablets, and multimedia features and bonuses not available in the print edition.

Users will also have the option to be notified when there is an update to the next issue of the magazine instead of having to look, and more links will be built into each issue.

Users can also stream InsuranceJournal. tv’s exclusive videos and podcasts.

“Ease of use was an important issue for us this time around,” said Guy Boccia, vice

16 | INSURANCE JOURNAL-NATIONAL October 6, 2014

wants to receive our magazine content,” president of Design for Wells Media Group, said Dunford. the media company behind Insurance Journal Readers are turning more and more Magazine. “Previous builds of the app have to mobile applications to get their news. been very experimental and this version is According to Flurry much more stable and easy to navigate for users.”

Readers are turning Analytics, which provides businesses with online Featuring content from more and more to audience data, usage and industry experts, in-depth mobile applications performance, downloads of technical articles, directo get their news. news and magazine apps tories, and special comgrew by 31 percent in 2013. mentary from executives, Time spent on mobile devices also increased as well as risk managers and retail and as of March 2014 to an average of two hours wholesale insurance agents and brokers, the and 42 minutes, with 3 percent of that total Insurance Journal app provides readers with time being spent on news sites.

24/7 access all from a single interface. The Dunford said the mobile editions will not most exciting feature of all? The app is still replace the print editions of the Insurance free!

Journal Magazine, which has been the Mitch Dunford, CEO of Wells Media approach many other trade publishers have Group, said taken. He said Wells Media Group will conreaders now tinue to invest in enhancing its platforms to demand that deliver its content in convenient and timely publishers make ways. content available “Historically, we delivered Insurance in multiple forJournal on paper through the post office. We mats. He said still do that, but just take a look around his company you the next time you’re in a crowd. What has long been is one out of every three people doing? They committed to are staring at a mobile device reading conproviding industent, sending emails, playing games, watchtry news that ing video. People want the option to obtain readers need to our content wherever and whenever they be successful in like through a mobile computer screen. We a variety of forare here to deliver on that,” he said. mats, where and The updated app can be downloaded when readers through Google Play, Android and Apple want it. devices and the Amazon store. The iOS 8 “For 90 years version was also made available shortly after Insurance Journal Apple released its newest update.

Magazine has Insurance Journal Magazine and www. been one of the InsuranceJournal.com are the flagship most popular publications of Wells Media Group, which insurance trade also publishes Claims Journal and Carrier publications Management magazines and their webin the country. sites, along with InsuranceJournal.tv and Today, that popMyNewMarkets.com. Wells Media Group ularity hasn’t also offers property/casualty education and changed. What training through The Insurance Journal has changed is Academy of Insurance. how the reader www.insurancejournal.com

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1 Insurance Journal’s Top 100, August 2013. Ranked by Total 2012 P/C Revenue. © 2014 Vertafore, Inc. and its subsidiaries. All rights reserved. Trademarks contained herein are owned by Vertafore, Inc.

NATIONAL COVERAGE

M&A Review Deal Activity Continues to Thrive

D

eal activity in the first half of 2014 was one of the strongest on record with 151 announced transactions. There were 80 percent more transactions in the first six months of 2014 compared to the same time period last year.

A strong first quarter was followed by a solid second quarter with 66 announced transactions. By month, there

By Christopher Darst were 24 transactions announced in April, 19 transactions in May and 23 in June. There were 43 different buyers in the second quarter with 10 completing multiple transactions. The majority of acquisitions (43 percent) in the second quarter were of multi-line agencies, followed by property/casualty firms (39 percent) and employee benefit only firms (18 percent).

The independent insurance broker was the most active buyer segment with a total of 57 announced transactions in the first half of 2014, an increase in deal flow of approximately 90 percent compared to the first two quarters of 2013. We feel this is a significant win for the independent agent and an encouraging sign that a disciplined strategic acquisition process can compete and win against the larger institutional buyers. Most of these transactions were made by larger independent agencies buying smaller agencies or books of business.

The private equity-backed buyers were the second most active acquirer group with 47 deals announced in the first six months of 2014. This buyer segment more than doubled its deal flow compared to the same time last year, and accounted for 31 percent of the total number of deals that closed in the first half of 2014. Some of these transactions were foundation acquisitions and others were rollins.

Four buyers were responsible for 72 percent of the deals in this segment.

AssuredPartners completed four deals in the second quarter for a total of 12 closed transactions in 2014.

18 | INSURANCE JOURNAL-NATIONAL October 6, 2014

Hub continued with an aggressive acquisition strategy by closing four deals in the second quarter and nine for the year.

USI has six closed transactions so far in 2014 with two of those closing in the second quarter.

Acrisure, a relatively new agency (founded in 2005) has gained some momentum on the acquisition front and has successfully closed seven transactions so far in 2014. By comparison, Acrisure closed a total of five deals in 2012 and 2013 combined.

The public brokers were third most active buyer segment with 27 announced deals in 2014, and 13 of these closings occurred in the second quarter.

The most active acquirer in the second quarter for any buyer segment was Arthur J. Gallagher with five announced transactions.

Brown & Brown and Marsh & McLennan each announced four deals.

An interesting observation is that all of Arthur J. Gallagher’s acquisitions in the second quarter were wholesale agencies, as were two of the four announced by Brown & Brown. Approximately 24 percent of the total announced transactions in the second quarter, and 27 percent of the total announced transactions in 2014, were wholesale agencies. We believe this reinforces a recent trend of private equity-backed and

public brokers acquiring wholesale operations to leverage insurance distribution and hedge against market cycles.

Buyer pipelines are full, and in our opinion, merger and acquisition activity for the remainder of 2014 should remain robust.

There appears to be no signs of a slowdown and buyers continue to be aggressive in pricing and terms, particularly for peak performing agencies. It may be difficult to eclipse 2012 when 325 transactions were completed (which was fueled by an increase in capital gains tax), but if the current pace holds, 2014 could go down as one of the most active years on record.

Securities offered through MarshBerry Capital Inc., Member FINRA and SIPC, and an affiliate of Marsh, Berry & Co. Inc. 28601 Chagrin Blvd., Suite 400, Woodmere, Ohio 44122 (440354-3230). Except where otherwise indicated, the information provided is based on matters as they exist as of the date of preparation. Past performance is not necessarily indicative of future results. Marsh, Berry & Co. Inc. and MarshBerry Capital Inc. do not provide tax or legal advice. These professionals should be consulted before making any changes to your tax or legal matters.

Darst is a senior vice president for MarshBerry.

Email: Chris.Darst@MarshBerry.com.

Number of Announced Deals (U.S. Transactions)

Note: Past performance is not necessarily indicative of future results.

Source: SNL Financial, Press Releases, Insurance Journal, and other publicly available sources

www.insurancejournal.com

Merger & Acquisition Activity: April - June 2014 Announced Buyer Seller Date

Announced Buyer Date

Seller

04/01/14 Acrisure LLC 05/01/14 Acrisure LLC

05/01/14 Acrisure LLC 06/30/14 Acrisure LLC 06/06/14 All Risks Ltd. 04/24/14 Arthur J. Gallagher & Co.

05/09/14 Arthur J. Gallagher & Co.

05/27/14 Arthur J. Gallagher & Co. 06/06/14 Arthur J. Gallagher & Co.

06/13/14 Arthur J. Gallagher & Co. 04/01/14 AssuredPartners Inc.

04/03/14 AssuredPartners Inc. 04/09/14 AssuredPartners Inc. 04/11/14 AssuredPartners Inc. 06/01/14 AVID Risk Solutions Inc. 04/09/14 BancorpSouth Inc. 04/01/14 BB&T Corp.

06/16/14 Broad Financial LLC 04/24/14 Brown & Brown Inc.

05/12/14 Brown & Brown Inc.

05/22/14 Brown & Brown Inc.

06/10/14 Brown & Brown Inc. 06/13/14 Capacity Group Inc. 06/30/14 Chunha Holding Corp.

06/03/14 CoVerica Inc.

04/09/14 Cross Insurance 05/06/14 Declaration Brokerage LLC 06/26/14 Digital Insurance Inc.

04/24/14 Eastern Bank Corp.

05/05/14 Emerson Reid LLC

06/01/14 Equinox Agency LLC 04/18/14 First National Bank of Gilmer 06/16/14 Frederick H. DiMeo Insurance

Agency Inc.

06/01/14 Heffernan Insurance Brokers

05/01/14 Hilb Group LLC

05/21/14 Houston International

Insurance Group 04/02/14 Hub International Limited 05/02/14 Hub International Limited

05/02/14 Hub International Limited

06/01/14 Hub International Limited 06/01/14 Insurance Center Inc.

06/12/14 Integro Ltd.

06/23/14 Integro Ltd.

04/01/14 Johnson & Johnson Inc.

04/24/14 Kemmons Wilson Insurance

Group LLC 05/02/14 Maguire Agency 04/04/14 Marsh & McLennan

Cos. Inc. 05/09/14 Marsh & McLennan

Companies, Inc. 05/19/14 Marsh & McLennan

Cos. Inc. 06/02/14 Marsh & McLennan

Cos. Inc. 04/18/14 National Financial

Partners Corp.

06/27/14 National General Holdings

Corp.

05/01/14 North Point Group Inc. 04/01/14 Odyssey Re Holdings Corp.

04/29/14 Patriot National Insurance

Group Inc. 04/16/14 PSA Holdings Inc. 05/27/14 RGEB Inc.

06/30/14 Russ Blakely & Associates LLC 04/14/14 Selman & Co.

04/14/14 Selman & Co.

05/30/14 State Automobile Mutual

Insurance Co. 05/01/14 TowneBank

04/16/14 USI Holdings Corp.

06/30/14 USI Holdings Corp.

04/01/14 World Insurance Associates LLC

06/05/14 World Insurance Associates LLC

Compass Group Partners

Dittmar Agency Inc. Certain assets of Euclid Insurance Services Inc. Beckerman & Co. K&K Insurance Inc. Alive Risk American Wholesalers Underwriting Ltd. Sunderland Insurance Services Inc. MGA Insurance Group Tri-State General Insurance Agency Ltd. Plus Cos. Inc. Property/Casualty and Group Benefits Insurance from Hancock Holding Co. Morris H. Bannister & Son Inc. Landry Harris & Co. CBS Coverage Group Inc. Brent Harris Agency Knox Insurance Group LLC Caledonian Insurance Group Inc. Art Hartselle Agency Inc. Pacific Resources Benefits Advisors LLC Agency Management Corporation / Recreation Protection Management Inc. The Wright Insurance Group LLC Gaston & Associates Inc. Mt. Pleasant Agency Ltd. Chun-Ha Insurance Services Inc./All World Insurance Services Inc. Forbes-Troxel Insurance Agency Inc. Troy, Pires & Allen Insurance RBLA of PA Inc. Forrester & Associates Insurance Agency Inc. Smith Buckley & Hunt Insurance Agency Inc. Wells Fargo Insurance life and health general agency operation Group Benefits divisions Hogue Insurance Agency Inc. Personal lines division of Hughes AllMart Insurance Agency Alan D. Brast Financial and Insurance Services Corp.

Newman Crane & Associates Insurance Inc.

Argus Insurance Inc. Carlsbad Insurance Agency Inc. E. J. Wells Insurance Agency Inc. Fox-Everett Inc. NorthStar Insurance Services Inc. Lugo & Associates Insurance Services Inc. Daugherty Insurance Services Inc. Stateside Underwriting Agency Inc. Heritage Financial Group LLC Kelly Agency Capstone Insurance Services LLC Kinker-Eveleigh Insurance Agency VISICOR Inc. Senn Dunn Insurance Schwartz Brothers Cos. ABC Insurance Agencies and RAC Insurance Partners Caribou Insurance Agency Inc. Motor Transport Underwriters Inc. Holdren Insurance Group Inc. Armada Employer Services Individual, Medicare and group health insurance businesses of A. A. Friss Insurance Services and Alan S. Pearlstein Insurance Services Tanaka Bencomp Inc. Association & Society Insurance Corp.

Life and accident insurance administration business of MAI Services Corp.

Partners General Insurance Agency LLC Southern Insurance Agency Inc. Webb & Greer Insurance Agency, Inc. BHB Insurance Services Hauswirth & Sons Insurance Consultants Gaksure Corp.

Sources: SNL Financial, Press Releases, Insurance Journal, other publicly available sources and MarshBerry proprietary databases Disclosure: All deal count metrics are inclusive of completed deals with U.S. targets only. www.insurancejournal.com

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 19

CLOSER LOOK

Sports & Entertainment Coverage Options, Capacity Increase for Extreme Sports, Entertainment Risks Despite Exposures

By Amy O’Connor

R

ecent headline-making entertainment incidents — such as the death of actor Paul Walker during filming of the movie “Fast & Furious 7,” the collapse of the stage during country music band Sugarland’s concert, and several big event cancellations — have highlighted the potential for high severity claims in the sports and entertainment segment.

Some established players are taking note and reevaluating their offerings to the risk-exposed segment.

“We are seeing a cutback in capacity with carriers that would normally offer $25 million in limits cutting down to $10 million over primary,” says Jerid Schmickle, president of Alive Risk, a division of All Risks.

“It is a reduction of risk exposure — they call it limit management.” comes to the surplus lines market.”

The cutbacks in capacity from other markets have benefitted Alive Risk which has New Players Still Playing a substantial excess facility and, Schmickle Still, the high-profile and costly claims says, on the good accounts offering more in the segment haven’t completely sapped limits is well worth it. He says the admitcapacity. Some new players are coming into ted markets that were writing this segment the market and certain established ones are are now sticking to their programs and expanding their offerings and exposures. the “safer risks” in this segment, which has Specialty Insurance Group started writbeen trending towards “extreme” sports ing sports and entertainment risks back and the expansion of family fun centers in January. The new company, which is into new and riskier activities like go-kart a member of Everest Re, was started by racing, inflatables, and sports and entertainment ‘There are not a lot veterans Greg Mosher, climbing walls. Extreme sports encompass action or of people jumping former co-founder, CEO adventure type activities president of K&K over tables to write and like the X Games, military Insurance; David Harris, the ‘Tough Mudder’ founding partner of sports type obstacle courses such kinds of risks.’ as Tough Mudder or motor and entertainment insursports. ance company American Companies insuring this class are deterSpecialty Insurance and Risk Services; and mining if the riskier sports and activities Lowery Robinson, founder of the Specialty are ones they are willing work with.

Risk Division for American Hole ‘n One/ “In general, I think there is a wariness of American Media Agency. putting yourself out there too much,” he The company is focused on professional says. “Some of the carriers have decided sports, including major and minor leagues; that maybe it isn’t such a great idea… so it amateur sports and sports associations;

20 | INSURANCE JOURNAL-NATIONAL October 6, 2014

sports and entertainment venues; entertainment including concert promoters and activities; motor sports; and leisure centers such as amusement parks, water parks, mobile amusements, family entertainment centers and special events.

Harris, who serves as senior vice president of SIG, says their background in this class has prepared the young company for success. SIG is taking a risk management-focused approach and designing products specifically for the segments it is involved in, Harris says. SIG is also different because most of the capacity in the market currently is for the “plain vanilla” part of the segment, he says, not the more extreme sports and events side that they plan to also target.

“There are not a lot of people jumping over tables to write the ‘Tough Mudder’ kinds of risks. These are challenging activities that are relatively new to the industry,” he says. “Much of what you have to do in terms of pricing and how you design the product has to be experienced outside the industry you are considering. That is part of the whole discussion of emerging sports.” continued on page 22 www.insurancejournal.com

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Harris says the excitement of these new risks was part of what lured him out of retirement to start the company.

“This is an exciting, fastpaced business and an evolving business. People want to go faster and be more challenged in sports so you have to be on your toes…and there is a certain excitement with that,” he says.

Claims management is also a differentiator for SIG. SIG has an enhancement to retailers. Agents have to be appointed to its general liability policy work with them. that provides a crisis response provision Alive Risk is an appointed underwriter along with public relations services. for Lloyd’s and is also brokering business “Specialty coverages require specialty with ProSight Specialty, which has allowed claims handling…[these clients] can’t be it to enter the motorsports segment and waiting 60 days on the adjustment of a grow this business. It is claim so a quick response is also doing reinsurance busia very vital part of what we ‘The sports, leisure and entertainment ness in the entertainment, do,” he says.

SIG also has a pyrotechsegment is not one media, sports and hospitality segments. Schmickle nic unit for retailers and where you can be says they have seen steady display companies. The the cheapest on the growth. He expects the firm company plans to expand block.’ will be up to 10 employees into movie/entertainment by the end of the year. probably in early 2015.

Long-time sports and entertainment play The market seems to be responding to er K&K has seen recreational activity centhe company so far, as Harris reports the ters expand into different activities, which firm has already written its 1,000th policy. was part of the reason it moved its enterHarris attributes the early success to clients tainment center program to a new carrier, looking for a relationship and a strategic Scottsdale. It can now offer higher limits partner. “Knowledge is probably the biggest ($25 million) and workers’ compensation as barrier-to-entry in this market and having part of its package. the experience to understand all of these “Everyone wants to grow their business different [risks]. The experience of the core and they are targeting every segment — group of senior officers in this company adult, tweens, children — they are trying makes up for a tremendous amount of that, to expand into everything to encompass as does being owned by such a well-reall of those generations,” said Lita Mellow, spected insurance organization, Everest Re,” senior vice president of K&K’s Recreation says Harris.

Division.

Mello says K&K isn’t deterred by addiRisk Expansion tional capacity in the market because so Alive Risk, which was formed in 2011 much of that has come and gone in the 30 as a division of NAS Insurance Services, years she has been with the company. “A was acquired by All Risks back in June. lot of competitors feel that [this segment] The wholesale broker has specialized in is easier than it really is. If you are a carrier entertainment, media, special events, film that is more price-driven than actual underproducts and sports accounts since it began writing you will get burned,” she says. “The operations. Schmickle says the transition sports, leisure and entertainment segment to part of All Risks National Specialty is not one where you can be the cheapest on Programs department has been very the block for a long period of time and not smooth, with the biggest difference now have claims catch up to you.” being that distribution is solely towards

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SPECIAL REPORT

The Winners Overall Best Agency to Work For McGriff Williams Insurance, Gainesville, Fla. East GOLD: BWD Group, Plainview, N.Y. SILVER: Rogers & Gray Insurance, South Dennis, Mass.

BRONZE: DeSanctis Insurance Agency, Woburn, Mass.

Midwest GOLD: HNI Risk Services, New Berlin, Wis. SILVER: Kunkel & Associates Inc., Dubuque, Iowa BRONZE: Burnham & Flower Insurance Group, Kalamazoo, Mich.

T

he votes were tallied and the results are in for the 2014 Best Independent Insurance Agency to Work For survey by Insurance Journal.

The owners of the Best Agencies to Work For in 2014 highlight different programs or benefits depending upon their employee needs, their community, agency history, resources, even their own personalities and styles. However, it is clear that it’s not all about benefits and programs. Happiness in the workplace has a lot to do with people and relationships. Employees of the winning agencies cite high personal job satisfaction; rate their relationships with their immediate boss or supervisor as positive; and express a high opinion of their agency’s owner or principals.

Many employees are grateful the best agency owners support local communities through charitable efforts and community outreach. Employees are grateful for the opportunities their agencies provide for them to participate in community service. Employees also appreciate the generosity of their agency owners in sharing revenues in the form of bonuses and trips.

The best agencies also provide ways to help their employees grow — by giving them the tools and technology they need, and supporting them with education, training, performance reviews and, in some cases, mentors. The survey results clearly show employees value this support.

Insurance Journal wishes to thank the many customer service representatives, account executives, producers, managers and other agency staff who took the time to nominate their independent insurance agency in this year’s survey.

24 | INSURANCE JOURNAL-NATIONAL October 6, 2014

South Central GOLD: Higginbotham, Fort Worth, Texas SILVER: CBS Insurance LLP, Abilene, Texas BRONZE: DFB Insurance Group, Pampa, Texas Southeast GOLD: Peel & Holland, Benton, Ky. SILVER: Lipscomb & Pitts. Memphis, Tenn.

BRONZE: Baldwin Krystyn Sherman Partners, Tampa, Fla. WEST GOLD Bolton & Co., Pasadena, Calif.

SILVER Wood Gutmann & Bogart, Tustin, Calif.

BRONZE L/P Insurance Services, Reno, Nev.

www.insurancejournal.com

Best Agency to Work For - Overall GAINESVILLE, FL

McGriff-Williams Insurance

Employees at McGriff-Williams Insurance say they enjoy the teamwork and positive culture the agency’s leadership instills.

Team Environment Built On Solid Parternship

By Andrea Wells

T

eamwork. Respect. Opportunity.

Commitment. Those are a few of the words used to describe the atmosphere in the nation’s overall Best Agency to Work For — McGriff-Williams Insurance based in Gainesville, Fla. One employee said: “Our agency is built on a solid partnership, and a longtime friendship, which, with a lot of honest hard work has become successful.

Employees are happy to come to work, and to contribute their time and talents to making that success continue yearafter-year. A positive workplace ends up producing a quality product and service for our customers.”

That solid partnership and longtime friendship can be found in the agency’s two partners: Lee McGriff and Mack Williams.

McGriff entered the insurance business as a second career after serving as a football coach at the University of Florida.

The agency’s roots began as an exclusive Nationwide agency and for the first three www.insurancejournal.com

years, McGriff worked solo. But when his friend and then early-morning running companion, Mack Williams, found himself needing to make a career change, the ideal partnership began to form “Spending those early mornings talking and running, that’s how we really got to know each other,” McGriff said. “Then at some point it occurred to me that if he was going to change careers, then we should consider becoming partners and focus more on the commercial side of insurance.”

The business began flourish when Williams joined the firm, which remained a Nationwide exclusive agency until 2008.

That’s when Nationwide decided to move from an exclusive agency model to an independent agency model in Florida. The change opened the door for other opportunities at McGriff-Williams Insurance, McGriff said.

“It was wonderful for us because it wasn’t like Nationwide went away,” he said. “We

got to keep all our clients and relationships with Nationwide, but were able to expand into the independent markets.”

That expansion has led to an entrance into the world of employee benefits, as well.

On May 1, 2014, McGriff-Williams purchased a Blue Cross health insurance agency.

When Williams joined the firm in 1986, the agency wrote just about $1 million in premium in property/casualty business.

Today McGriff-Williams Insurance writes between $19 million to $20 million in premium in property/casualty business, with approximately 55 percent in commercial lines and 45 percent in personal lines — all with a staff of 20 employees.

It’s the employees that have made the agency a great place to work, McGriff said.

“Your agency is only as good as your people,” McGriff said. “Everyone has a significant role; there’s not a job in this agency that isn’t incredibly important. We so appreciate the people that work with us and what they do to help our business grow, make it a good place to work, and make it a place where our clients feel welcomed and enjoy doing business with.”

Another employee said: “Our agency owners treat the agency like each employee is an owner. They always look to take care of each employee’s needs before themselves.

It’s a very unselfish atmosphere, which makes us a strong team. Our growth over the last few years has been better than ever, so the future is bright and I am truly excited to be a part of it.”

That sentiment was echoed throughout several employee Best Agency to Work For nominations.

“Owners have often put employee raises over their own personal paychecks when the growth of the agency was not as large as in previous years. They continue to put their employee first, which not only increases retention, but shows employees that they care about our well-being and our contributions to the agency.”

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 25

SPECIAL REPORT

Best Agency to Work For - East PLAINVIEW, NY

BWD Group And in addition to its wellness fairs, the firm has implemented a number of fitness initiatives including a bicycle lending program.

“The principals and staff all work together to enhance both our internal and external communities and make contributions and efforts for many causes,” one employee commented. “The principals have created a work environment that shows appreciation and respect, gives encouragement and direction, promotes growth, wellness, and a balanced work/life relationship. They have used these ideals as a basis for their agency, and history BWD Group’s executive team, left to right: Adam Wilkins, marketing specialist; Brian T. Wilkins, managing director; Stuart B. Wilkins, principal; Marc J. Blumencranz, shows its success.” chief operating officer and principal; Eric S. Blumencranz, principal.

One employee noted that even during the period of time when the economy crashed, BWD still made it a point to give and keep the morale up by doing little events to show their appreciation to the employees. “You truly feel appreciated working here and

By Young Ha that’s something a lot of people can’t say,” another said. stressful.

Because of that, we have a comnsurance is a tough, stressful business and BWD also rewards individuals that donate mittee and their job is just to focus on what it can be a real pressure cooker for agency time and effort to charitable causes, annualkinds of activities we can do to put smiles employees. That’s why the management at ly giving a humanitarian award. at BWD,” Blumencranz said. “It’s about makBWD Group does all it can to bring a sense When Superstorm Sandy struck in ing people feel that even though they are at of family and community to their workplace 2012, not only were the firm’s entire year work, at least they have some stress relief in and make their jobs a little bit less stressful. of donation drives focused on Sandy assistheir day, and hopefully an opportunity to The agency said it’s proud of its decadestance, but BWD also allowed employees and socialize with their fellow long tradition of employtheir families to come and stay in the office employees, which creates a ee-oriented culture, and offered financial assistance to affected better work environment.” knowing that a company’s employees. “The way BWD reached out to its “What makes us a standbest assets are its employemployees who were affected by Sandy was out as an employer is our employee-oriented ees. BWD is also one of the largest charitable incredible,” one employee focus and our culture companies in New York’s Long Island region. that we’ve had for many ‘What makes us a stand- commented.

“We have an activities committee and “I really like the fact that years in providing a their job is to recognize that everybody out as an employer is they participate in charity lot of extras to our here is working hard, that everybody has work and do inventive employees,” added Mary our employee-oriented stressful jobs,” said Marc J. Blumencranz, focus.’ things throughout our Macedonia, vice presichief operating officer and principal at BWD, work week to get everyone dent of human resources. a family-owned agency based in Plainview, involved,” said another.

The firm offers a wide range of activities N.Y. Founded in 1929, BWD currently has 211 The agency also allows flexible schedincluding picnics, employee recognition employees and $40 million in annual reveules as well as telecommuting for qualified events, employee milestone birthdays, sports nues. The firm provides commercial, personemployees. “When I moved out of state, I was events, numerous celebrations, wellness al and employee benefits coverage as well as able to telecommute,” an employee said. “The programs and charity events throughout the coverages to the sports and entertainment owner’s commitment to a family work enviyear. BWD offers free breakfasts and healthy industries. ronment is second to none.” snacks throughout the day for employees.

“The nature of the insurance industry is

Embracing Employee-Oriented Culture

I

26 | INSURANCE JOURNAL-NATIONAL October 6, 2014

www.insurancejournal.com

Best Agency to Work For - Midwest NEW BERLIN, WI

HNI Risk Services

“The best ideas come from our employees,” said HNI CEO Mike Natalizio.

Changing the Game by Doing the Right Thing

By Stephanie Jones

A

high regard for ethics and respect for customer and employee needs are just some of the reasons staff members at HNI Risk Services in New Berlin, Wis., say their firm is Insurance Journal’s Best Agency to Work For in the Midwest.

“The agency always does ‘the right thing’ with employees and clients — even if it is a difficult message to deliver,” said one employee.

“An integral part of ‘Our Purpose’ is to treat our clients (both internal and external) with the same respect and consideration as we would for a family member.

That same philosophy resonates deep within the organization,” wrote another.

“We change the game!

This is not your average insurance agency. With all the growth we’ve had we must be doing something right,” added another employee.

Establishing a workplace where employees flourish and where clients’ business concerns are tackled in creative and innovative ways has been intentional, according to www.insurancejournal.com

HNI CEO Mike Natalizio.

“The best ideas come from our employees, and the more engaged they are, the more likely they are to bring suggestions and new ideas,” he said. “Every person we hire has an impact on our culture — sometimes good, sometimes not so good. Because of this, we are relentlessly picky about the people we select to be our colleagues.”

That attention to detail in the hiring process has not gone unnoticed, or unappreciated, by the firm’s staff, either.

“It was very difficult to get hired here, because they hire only the best,” said one respondent. “I appreciate the lengthy hiring process. They do a good job of making sure the right people are in the right seats, not just filling a position.”

In a changing world and business environment, Natalizio said, HNI also takes “a holistic view of risk.”

“We help our clients take on the wicked business problems standing in the way of growth and profitability,” he said. “‘Change the game’ is our mantra because we offer

innovative, out-of-the-box thinking in an industry that’s known for exactly the opposite.”

HNI’s approach seems to be working. The company has grown by 63 percent in the past two years. With 105 employees and four offices located across the Midwest, HNI ranks 66 on Insurance Journal’s list of Top 100 Agencies for 2014. It has made the Inc. 5000 list and this year won a “Fastest Growing Firm” award from the local Business Journal, Natalizio said.

“We’re proud of our recent growth, and definitely see more of that on the horizon for the next five to 10 years,” Natalizio said.

Growth is not always easy, as evidenced by the recent recession, in which businesses in all industries, no matter where they were located, struggled to stay profitable. HNI’s employees said, however, that the firm went to extra lengths to ensure the stability of both its employees and clients during that time Absorbing losses, the company’s owners did not “lay off the staff and did not reduce wages,” one employee said.

The trucking and construction industries are among those in which HNI specializes. An employee pointed out that during the recession, many of the firm’s clients in those industries “had large reductions in staff, resulting in premium and commission reductions. Rather than reduce our staff we decided to accept a lower profit margin.”

HNI’s emphasis on education and development is also a factor that employees say make their workplace special. The firm has established HNI University — educational programs accessible to both employees and clients — and encourages staff to pursue professional designations.

“Our leadership team is committed to providing great benefits, opportunities for career development, and work / life flexibility — but it’s really our employees that make this a great place to work,” said Natalizio.

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 27

SPECIAL REPORT

Best Agency to Work For - South Central FORT WORTH, TX

Higginbotham

Higginbotham board of directors (left to right): Mary Russell, Chris Rooker, Michael Parks, Rusty Reid, Jim Hubbard, Morgan Woodruff and Jim Krause

All About the People

By Stephanie Jones

T

he Best in Texas. That is both the goal and the operational philosophy of this year’s winner of Insurance Journal’s Best Agency to Work For: South Central.

Fort Worth-based Higginbotham is not only beloved by its employees, it is both one of the most successful agencies in Texas and the nation — it ranks 22 on Insurance Journal’s list of Top 100 Agencies for 2014 — and one with a seemingly unstoppable growth trajectory.

Higginbotham President and CEO Rusty Reid lays any success the agency might enjoy directly at the feet of the nearly 700 employees that operate out of offices all over the state.

“I really view my employees as my partners,” Reid said. “Without them, Higginbotham wouldn’t be possible. I’ve had this view for a long time. With an insurance firm, it’s really all about the people. ... An award like this, it’s not because of 28 | INSURANCE JOURNAL-NATIONAL October 6, 2014

anything I’ve done, it’s all about them and what they’ve done and what they’ve accomplished. It’s their company, it’s not my company.”

That attitude of respect and admiration clearly is mutual. “Our leaders are the real deal. They are proud of us and encourage us to be creative thinkers. We are also given the opportunity to be shareholders,” said one employee responding to Insurance Journal’s Best Agency survey.

“Higginbotham leadership works hard to stay true to what they say,” said another. “They say what they mean and they mean what they say.”

“Our president knows each of our employees by name. What a fantastic leader we are blessed with,” said another.

Late in 2006, the company embarked on a strategy of growing both organically and through acquisitions, Reid said. Organic growth “has been an integral part of our organization for a very long time. I’ve always had the philosophy that when growth stops, decay begins. You need to make sure you don’t just take care of your current clientele

but really figure out a way to expand that clientele,” he said.

When it came to acquisitions, the company decided to search for existing firms that “would buy into our vision of what we want to accomplish as a firm. And not have them sell out, but also become an integral part of our ownership structure as well,” Reid said.

The idea, he said, was to give them the resources they need to flourish, and invite them to share in the vision to build the best firm in Texas. Higginbotham may never be the best, Reid said, “but it’s great to strive toward that. That’s really the collective vision of the firm.”

Charitable giving through the Higginbotham Community Fund is a fundamental part of the “Best in Texas” mission and an initiative that employees support.

Employees may contribute to the charitable fund through payroll deductions. Many conveyed their appreciation for the fund, which was established with the intention of allowing those who participate in the fund to direct where the money goes “and basically support their community that’s been so generous to them,” Reid said.

That’s why even with its growth, Higginbotham has been able to focus on its mission and its talent.

“Whether 100 or 600 employees, [they] are our biggest asset and the agency goes to great lengths to recognize and celebrate just how outstanding our employee base truly is,” said one survey respondent.

“When our agency acquires other agency it is very sensitive to the changes taking place.

The new agency is given several months to transition and some of their procedures may be accepted and utilized by the whole company,” said another.

One employee summed up the communal attitude by saying: “I’ve been in the business for 40 years and five years ago we merged our agency into Higginbotham. The only thing [I] would do different would be to have joined Higginbotham 40 years ago.” www.insurancejournal.com

Best Agency to Work For - Southeast BENTON, KY

Peel & Holland

Employees at Peel & Holland take pride in being part of a professional team and working for agency leaders who treat them like professionals.

Pride in Professionalism

By Andrew Simpson

D

rivers in western Kentucky outside the college town of Murray are urged to keep their eyes peeled for the billboard that reads, “World Class In Your Hometown.”

This billboard is advertising Peel & Holland, a property/ casualty and employee benefits agency based in Benton, and it captures the pride of employees at this Insurance Journal Best Agency to Work For in the Southeast for 2014.

The employees believe their agency is the best and they will tell you, proudly.

“I know that I work for the best agency in the region and one of the best in the nation. Our leadership is sincere and ethical while leading the team with knowledge and opportunity. We are encouraged to grow professionally and share our ideas,” wrote one employee, echoing what others had to say.

The employees’ pride is less about the benefits or the working conditions, although nobody is complaining about the compensation, health plan, flex-time, family atmosphere, annual fun day, community service, or other benefits. Rather these employees www.insurancejournal.com

express more pride in being part of a professional team and working for principals who treat them like professionals.

“We are not under a magnifying glass,” says Rhonda Burks, a senior account manager who has been with the agency for 22 years. “We are empowered to make decisions and make calls on things. We are empowered because we are trained and are given the ability to enhance our knowledge and grow our capabilities.”

Lindsay Burkeen joined the agency as a high school co-op student 14 years ago and is now a senior account manager. To her, the professional culture is the key. “They trust us to do the right thing when nobody is looking,” she says. “They give us the confidence to do what we need to do and get it done.”

The agency was founded in 1924 by Dwight Peel. In the 1940s, Woodrow Holland joined. R.C. Riley joined as a partner in 1965; he retired in 2005 after 40 years.

Today’s senior management includes R.C. Riley’s sons — Roy Riley, president, and Keith Riley, senior vice president for proper-

ty/casualty — and Greg Carlton, senior vice president for employee benefits.

The agency writes personal and commercial lines including programs for contractors, nonprofits and schools, as well as employee benefits. It is a member of Keystone Insurers Group.

At the top of employees’ list of things that make it such a great place to work is the series of quarterly “state of the agency” meetings during which senior managers share the agency’s goals and how it is doing.

“Even during the recession, we were encouraged by the numbers our agency produced and everyone knew where we were financially because of these meetings.

This also an opportunity to communicate strategic goals and plans for the agency but more importantly, create team synergy,” one employee wrote.

“Peel & Holland lives the teamwork approach every single day. Very transparent organization with shared goals and financial results. Outstanding leadership that filters down throughout the organization,” said another.

The 50-plus employee agency’s teamwork ethic has been disaster-tested. In 2009, western Kentucky suffered an ice storm that knocked out power everywhere. The agency was serving customers again within 48 hours. In July, the agency’s Murray office had to be closed following a fire in adjacent buildings. “Disaster recovery is something we hit head-on with our clients, so it is something we have planned and prepared for extensively ourselves,” Roy Riley said.

Employees are also proud of the agency’s role in the community. It actually has a committee devoted to community service.

This year for its 90th anniversary, the agency is giving each employee $90 to contribute a charity of choice.

It all adds up to very high job satisfaction ratings by employees.

“They’re not paying me to say this. I love coming to work every day,” says Burkeen.

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 29

SPECIAL REPORT

Best Agency to Work For - West PASADENA, CA

Bolton & Co.

Bolton & Co.’s Julie Bowman, chief financial officer, Steve Brockmeyer, president and Mike Morey, chief operating officer.

Aloha Bolton Best in West

By Don Jergler

S

ay aloha for the best agency in the Western U.S. to work for.

A skeptic might say that Pasadena, Calif.based Bolton & Co. essentially bribed its employees to love the firm, but that’s not the way the story really goes. It turns out that executives were just making good on a big promise when they took everyone to Hawaii earlier this year.

It was back in 2007 when Bolton’s top brass announced their goal of hitting $30 million in revenue by 2011 — a goal that was set with the hopes it would put them beyond a $20-million mark, where the firm had languished for quite some time, said Mike Morey, Bolton’s chief operating officer.

A paid trip to Hawaii was promised to all employees if the goal was reached. It was a bad timing — though few could foresee the Great Recession right around the corner.

“The market got ugly, times got tough,” Morey said.

Bolton executives made some tough business decisions to sustain the firm, but the 2011 goal was pushed out of reach.

When the recession clouds cleared and

30 | INSURANCE JOURNAL-NATIONAL October 6, 2014

Bolton began to add customers and small agencies to its rolls, revenue again grew at a steady pace.

“We were sitting in a meeting in September 2013 and we were like ‘This is exactly where we wanted to be as an organization, we’re just two years behind schedule,’” Morey said. “So we decided to honor our commitment.”

That meant paying for airfare, a stay at the Mauna Lani Bay Hotel on the Big Island and a luau for 123 employees who could go — along with their guests.

“We had a total of 245 go,” Morey said.

He wouldn’t divulge the exact cost of paying out on the promise.

“It was definitely six figures I can tell you that,” Morey said. “It was probably just north of 10 percent of our profit.”

To pull off the March excursion they had to divide the firm and make two trips to remain open for business.

The trip was noted by several employees as one example of why their agency is the best to work for.

One employee who started shortly after the promise was made said that after the recession hit, as did the soft market, belts were tightened and a vacation to Hawaii seemed unlikely to ever occur.

“No raises were given and the quarterly bonuses that were paid pretty regularly disappeared. There were layoffs and lost business,” the employee said.

Eventually the firm started to hire producers hungry to bring in new business, it adapted to the changing times and started to acquire smaller agencies, then made good on the promise, the employee noted.

“It rewarded the long-term employees who had worked hard to reach the goal as well as newer employees,” the employee said. “The company could have used the profits for executive compensation or bonuses, however it chose to share the profits with the people who were the backbone of the company.”

Not all of the employee comments in the poll were just focused on the free trip to Hawaii.

“As a Hispanic single mother, Bolton has offered incredible educational opportunities in our industry. Three designations and a very expensive communication certification supported my efforts to succeed and be promoted several times during my tenure,” stated one employee. “They have allowed me to experience success and failure and learn from both. “ The firm recently announced a new goal and promise: $40 million in revenues equals another trip.

“We’re closing in on it quicker than I thought we would,” Morey said.

It may be worth noting that there is no deadline date for this goal.

“I’ve learned my lesson,” Morey said, then quickly added an afterthought. “I’ll bet we can get there in 2016.” www.insurancejournal.com

SPOTLIGHT

Construction How to Handle Market Transition in Builder’s Risk Insurance

By Grant Chiles

J

ust as the construction industry’s multifamily sector grows post-recession — creating a spike in retailer brokers’ demand for builder’s risk insurance — massive fires at construction sites have created a market transition.

In the past year, there have been numerous disasters near Denver, San Francisco, Houston, Des Moines, Rockville and Anaheim. The fires spurred hundreds of millions of dollars in damages. They’ve also shown why it’s increasingly important to understand how underwriters approach risk, how superior submissions can help secure enhanced terms and conditions and how to differentiate your risk from others in the multifamily space.

Here are some key tips for retail brokers to review with their clients to secure the best pricing and coverage:

Regarding Loss of Income/Rents, make sure to allocate an accurate period for the loss of potential income. The period of indemnity should match the period calculation.

Consider different scenarios on the frontend.

Decide what subjectivities should be Timeline. What values will be exposed deal breakers. and when? The consideration of second It is proven that Protective Safeguard ary factors like value build-up and critical Warranties do not stand up in court, but milestones help to paint an accurate picture they have crept into some builder’s risk of peak and reduced exposures during the policies due to recent losses. The warranty project. This component is essential for endorsements are designed to deny potenprojects in catastrophe-prone areas where tial claims if set measures are not in place modeling and risk cost is the central rating at the time of loss. A factor.

Site plan. Wood Massive fires at construc- site protection plan for the project should be frame construction tion sites have created a evaluated and agreed is often considered market transition. upon with the carriers, to be 100 percent but there should not Probable Maximum be any warranty associated with the buildLoss (PML) for the fire exposure. Evaluating er’s risk policy. a site plan for building separations is key to demonstrating a lessor PML. The site plan Evaluate different considerations showing elevation data is also necessary for with the growing trend of urban infill projects in or around critical flood zones. apartments.

Budget and pro forma. Go line-by-line to These projects are typically podium style avoid over- or under-insuring project values. wood frame structures creating critical For Soft Costs coverage, make sure that the values between four walls. Firewall diviexpense allocation only applies to costs that sions should be identified and taken into would be re-incurred in the event of a delay. www.insurancejournal.com

consideration in order to determine a lessor fire PML. Contractor hot works protocols should be reviewed to ensure proper and adequate measures are taken into account when performing hot works. Review project manuals to determine how the insured plans to protect project sites in urban locations, where crime can be more prevalent.

Determine what coverage enhancements are available.

When construction work slowed during the recession, many carriers were agreeable to broad terms and conditions that were traditionally unavailable. Today, even with the recent construction growth, those enhancements remain if brokers work aggressively with carriers.

Avoid conflicting policy language.

Unlike property insurance, most builder’s risk carriers have their own non-standard, specialized forms. Manuscript policies are available including a participation subscription page to eliminate conflicting wording and non-concurrencies.

Chiles, CRIS, is a vice president of AmWINS, one of the nation’s largest insurance wholesalers.

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 31

IDEA EXCHANGE

Human Resources Competing for Talent in Today’s Market

T

he “war for talent” within the insurance industry is heating up. Insurance organizations are facing a mass exodus of tenured, skilled professionals and are struggling to keep up.

The past 10 years have seen the graying of the industry accelerate at a remarkable pace with the number of employees aged 55 and older increasing by 74

By David E. Coons percent. Today, the number of insurance workers aged 55 and older is nearly 30 percent higher than the rest of the economy. By the year 2018, it is predicted that 25 percent of the industry’s current workforce will be on the verge of retirement.

Unfortunately, the current bench of less-tenured employees within insurance is not large enough to match the departure of retiring professionals. Currently, less than 27 percent of industry employees fall under the age of 35. Add in low industry unemployment — reported by the Bureau of Labor Statistics at 2.4 percent for September 2014 — an increased focus on hiring, and a shallow talent pool and the recruiting climate within insurance is reaching a fever pitch.

Faced with an increasingly competitive recruiting environment, what can insurance organizations do to stand out from the competition?

Look Beyond Compensation Differentiation is key to becoming an employer of choice in today’s competitive labor market. With candidates able to select between offers, an organization that is unique and provides in-demand benefits and perks will stand out from the crowd.

Differentiation within a benefits package goes well beyond offering higher compensation. For job candidates in the current market, it is not just about the money — it is about the benefits.

As professionals look for increased work/ 32 | INSURANCE JOURNAL-NATIONAL October 6, 2014

life balance and flexibility, benefit packages must be updated to match. More and more, today’s employees are seeing the line between their work life and their home life blur and are searching for an integration between the two. It is no longer a question of creating work/life balance, but rather the seamless blending of one’s work and personal life.

Organizations that foster an environment and culture of work/life integration are more likely to attract top talent. Companies must appeal to the broader sense of the individual and provide benefits and perks to match. For example, today’s employees are looking for a job that allows them to contribute to their communities and feel a sense of pride in their work. Corporate citizenship programs and volunteer opportunities are a great way to provide an outlet for an employee’s altruistic interests. Make sure that your organization offers unique and highly-sought after perks including 401(k) company matching, pension plans, flexible PTO, stocked kitchens, tuition reimbursement, relaxation rooms and gym memberships or subsidies. Providing these benefits is a simple, but effective way to truly stand out from the competition.

Not Too Fast, Not Too Slow One of the biggest complaints among job seekers is the extended and drawn out interview process. What most companies fail to realize is that organizations that move at a quicker pace are more likely to win candidates. The key is balancing between a hiring process that moves too quickly and one that drags on and on.

Job candidates want to know that the organization they are interviewing with is interested and enthusiastic about their potential as an employee. A process that lags over weeks and months turns potential employees off and is often perceived as a lack of enthusiasm on the part of the employer. By the time an offer is provided, these candidates have already moved on to another position or have completely lost

interest in working with the organization.

Alternatively, hiring processes that are rushed can be just as disaffecting as their lengthy counterparts.

Candidates faced with an overly quick hiring process often believe that they are being hired simply to fill an open position. This can be very off-putting as job seekers desire to have their experience and skills valued by their potential employers. They want to be assured that the hiring organization is doing its due diligence in ascertaining whether they are truly the best fit for the position and the company as a whole.

Organizations should target a timeline of no more than 60 days when looking to hire a new employee. From the start of the interview process to the actual hiring, this timeframe provides both sides with the opportunity to determine if the other is a good fit and avoids the pitfalls common to protracted processes.

What can insurance organizations do to stand out from the competition?

Embrace a Culture of Recruitment While your organization may not always be hiring, it should always be recruiting. It www.insurancejournal.com

becomes much more difficult to find and recruit talent if the search is only initiat-

ed when a position needs to be filled. Rather, employees must be ambassadors and advocates for the company, selling and engaging others within the industry on the perks, benefits and unique culture and environment provided by your organization regardless of any open opportunities.

The key is building an opportunity pipeline that your organization can turn to in its time of need. To do so, you must constantly share your message with the public.

Make sure that your website is doing all that it can to promote your company — from employee testimonials to details on recent company accomplishments. Job searchers want to be able to read about your culture, see what you offer to employees

and learn more about what you have done.

Your website is your job search calling card so make sure that you are putting your best foot forward.

In today’s competitive labor market, standing out from the competition is essential to recruiting top talent. With more and more organizations clamoring for talent from a much shallower pool of potentials, the companies that stand out always attract the best candidates. Only by embracing a culture of recruitment and extending unique benefits geared toward promoting an integrated work/life can insurance organizations successfully outshine the competition and attract qualified professionals to their organization.

Coons is senior vice president of The Jacobson Group, a provider of talent to the insurance industry. Phone: 800-466-1578. Email: dcoons@ jacobsononline.com.

Frenkel/AIG Psychoanalysts Professional Liability Program Now Serving Psychologists and Social Work Practitioners The first step in protecting your professional practice is to work with insurance specialists who understand the business of psychoanalysts, psychologists, and social work practitioners. That is why Frenkel & Company partners with the AIG, an A.M. Best rated insurance company with an admitted insurer rating of A for Excellence. Our account service team can offer you insight into this peerless insurance program with competitive pricing, broad coverage options, and an Occurrence based form.

We can provide assistance based on 40 years of service in your industry.

For further information contact: Kenneth C. Hegel Jr., Vice President/Unit Manager Frenkel & Company khegel@frenkel.com

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Harborside Financial Center 601 Plaza 3 6th Floor Jersey City, NJ 07311 T: 201.356.0057 F: 201.356.0055

9/22/14 2:05 PM

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 33

IDEA EXCHANGE

The Competitive Advantage Future of Insurance Distribution for Independent Agencies and Companies That Rely on Them

D

istribution of insurance today has become a de facto discussion of marketing. Smart agents and smart company people will benefit if they understand the history of insurance distribution. Insurance distribution was initially split between independent agents and captive agents/direct writers. The latter would depend on their company’s marketing prowess and their own ability to build on those marketing

By Chris Burand efforts to write insurance. Independent agencies on the other hand received almost no marketing support.

Their model required they get off their butts and sell insurance. A major difference exists between marketing and selling. Selling is a proactive action requiring a person to ask for a sale. Marketing on the other hand is designed to cause an insurance consumer to ask for a quote. The material differences between these two sentences are as wide as the Pacific Ocean.

Another historical fact is that consumers used to not have a choice about how to buy insurance. They had to buy from an agent, whether an independent agent or a captive.

A large portion of consumers never wanted to buy through an agent but they had no choice. Today, they have a choice. Many consumers’ abandonment of the agent then has nothing to do with anything except they finally get to buy insurance the way they always wanted to buy insurance. Agents and their companies were getting a bonus previously.

The market for consumers that do not want to involve agents is large, as proven by the success of personal auto writers that do not use agents. A serious mistake independent agency companies and independent agencies are making then is thinking their lack of marketing is why they’ve lost these 34 | INSURANCE JOURNAL-NATIONAL October 6, 2014

consumers and therefore, marketing is the solution to getting them back. Agency marketing or the lack thereof has nothing to do with it and therefore, chasing these insureds with a lot of agency marketing money is a complete waste. Some agencies are going to waste a lot of emotional energy and money simply because they cannot accept this reality. The smart ones are already long past this inflection point.

For the companies though, they have to make a decision. Do they just let those consumers go or do they create a dual distribution structure? Most, if not all, of the largest independent agency carriers have decided to create a dual distribution strategy.

Companies have another decision to make going forward even within the independent insurance agency model. This decision point is precipitated by company automated underwriting systems, otherwise known as predictive modeling. Clearly predictive modeling is working in personal auto. While the results are not quite as good in commercial auto, the results are beginning to show there too and in other lines as well. If these systems work to their touted potential, for

what will companies need agencies in these lines?

Historically one of the key differences between independent agents and other distribution models was the quality upfront underwriting independent agencies were capable of providing. Companies recognized this value and built contingency programs to reward the agencies best at upfront underwriting. Upfront underwriting then was a competitive advantage for these companies and their agents. Now, if predictive modeling really works, companies will not need agents to upfront underwrite, at least not in some lines and at least not to the degree they’ve historically needed upfront underwriting.

This is the death knell for some agencies that work hard and take pride in their fantastic loss ratios. They may not grow or have much volume, but they know how to underwrite. I do not know if extinction is their future but evolution is their best strategy.

Otherwise they may be like Kodak the day before Apple introduced the iPhone.

Agencies in general depend on contingencies for their profit. If contingencies decline www.insurancejournal.com

panies simply want volume because they due to predictive modeling (which by defithink they can control the volume once they nition attempts to balance market share and have the business. profit), a likely result, agencies must become Another facet is the short-term thinking more efficient to generate profit. This means some companies have about volume. They better management and reinvesting more do not care if growth is sustainable. Just money in methodical producer developgive me another book roll. With predictive ment. modeling the company believes Companies also Agencies who can it can underwrite anything and have to decide sell are the future of the more volume the better; whether they will emphasize growth insurance distribution. and even though it is a one-time growth event, the company will or volume. (As an worry about next year’s growth next year. aside, agencies and companies both need to One of the many risks these companies truly understand growth is distinct from volume.) face is agent consolidation. This will happen Currently because many company reporting either through clustering/aggregation or systems are flawed, some companies are askM&A. ing for volume for volume’s sake, thinking In fact, some distributors are already largthey are growing. er than almost all their carriers. It is just a For example, two agencies form a cluster matter of time before one of these entities each with $250,000. The reporting system turns the tables on their carriers. This fact now shows $500,000 for the agency and the already is affecting the distribution strategy company thinks this book is growing. That of many companies. is ridiculous but a true example. Other com-

The other strategy within independent agency distribution is focusing on agencies that can generate true organic growth. Some companies have moved some contingency emphasis from loss ratios to growth for this reason.

Independent agency companies that do not have the direct ability to sell to consumers who want an agent involved (commercial and personal) must then appoint agencies who can sell and bring additional value to the client. The companies, for enough money, can market to all other consumers.

Agencies who can sell are the future of insurance distribution. For those agencies that can sell or will develop the ability to sell, and simultaneously manage operations with more efficiency, the future has never been brighter.

Burand is the founder and owner of Burand & Associates LLC based in Pueblo, Colo. Phone: 719485-3868. E-mail: chris@burand-associates.com.

Acquisition Strategy

#15

MARKETING SUPPORT

“ Tell us where you’re headed, and we’ll help you get there.”

Joel Pesch, Milwaukee Branch Commercial Underwriter

Are there certain accounts in your area you want to write? The more we know about your goals, the better we can provide the right expertise, online resources and other marketing programs and materials to grow your business. It’s just one of the many reasons you can Count on EMC®.

Home Office: Des Moines, IA

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October 6, 2014 INSURANCE JOURNAL-NATIONAL | 35

IDEA EXCHANGE

Marketing How I Grew My Client’s Facebook Page ‘Likes’ by 500%

By Dave Denysenko

I

was recently driving toward Tahoe and passed a vacant billboard. In bold lettering against a blank white background a sign proudly proclaimed, “2.2 Million Views a Month.” Since I had just met with a client regarding their online marketing, the similarities between the freeway lined with billboard ads and my internet browser lined with banner ads was overwhelming.

With so much of the online and offline world filled with advertisements, it can seem like nothing has changed. It can seem like advertisers are still just yelling for attention in a new way.

It turns out however, a lot has changed and it’s really good news for insurance agents.

Since marketing established itself in the 1900s, it has been constantly changing and maturing. Currently we are at the end of a marketing era — literally. We have closed the “marketing era” chapter and scholars are now debating how to define what era we are currently living in. This previous era was dominated by large advertising budgets. Those budgets went toward bombarding as many people as possible with the exact same message.

This tactic has had one huge result — customers stopped listening.

While the debate continues as to what to call this social and mobile media era, we are left to figure out what advertising works in today’s environment.

Continue Networking The good news is that regardless of what you want to call it, this new era of social and mobile media can bring incredible value to your insurance agency.

So how did I grow my client’s Facebook page “likes” by 500 percent?

Instead of thinking about social media as another place to put up billboards, think about Facebook, Twitter, Pinterest, and

36 | INSURANCE JOURNAL-NATIONAL October 6, 2014

Google+ all as different tools to build your personal network and brand. The medium has changed, but the networking that has made you successful in person is going to continue to make you successful online.

In order to stop being ignored online, you first have to gain your audience’s attention and trust to make personal connections.

Forget It’s the Internet Just for a moment forget that this is all on the internet. Think about how you would gain attention and trust offline? It’s easy right? You talk, you answer questions, and you most importantly listen.

If you met someone for the first time would you open with, “Hi, My name is Dave. Want to buy insurance from me?”

Social media will fail if it is used as a platform for insurance propaganda. Social

media is a connection tool and so you have to use it to connect with individual people.

Here are two examples: “If the light’s red, stop. It might seem like an easy message, but many still run red lights, putting pedestrians and other drivers in danger.

Friendly reminder from ABC Insurance.”

Or: “Check out this site I found. It’s the funniest things people have actually put on claim forms.

My favorite has to be: ‘I didn’t think the speed limit applied to me after midnight.’ ‘I bumped into a lamp-post which was obscured by human beings.’”

In these two examples, it’s not just that the second one is more entertaining, it’s that it is more human. The interaction is more genuine. When would you ever insult the intelligence of your friends by reminding them to stop at red lights. You wouldn’t do it in person and you definitely shouldn’t with social media. www.insurancejournal.com

What many agencies miss with their social media efforts is that it is not about a company broadcasting marketing messages.

It is about a personally branded identity that connects with a target audience.

Here’s another good example: “A clean garage is a thing of beauty, right? Be the envy of the neighborhood with these tips and tell us what works for you.”

Does this example have anything to do with insurance? Not at face value, but I can tell you that this insurance company knows its customer very well. This company knows its primary customer is a male, middle income, middle aged, suburban homeowner who does his own yard work, watches football, owns an SUV, talks to his neighbors, and probably enjoys yearly camping trips. The routine of cleaning the garage fits right into the daily life of this avatar.

Does it talk about insurance? Not at all but it is very effective in talking to a specific customer who will likely need personal lines insurance and possibility a

exciting — my client now has Facebook followers who aren’t even his clients, yet — but they will be soon!

Your network is still the powerhouse of your business but the Social media will fail if it is used as a tools have changed. Clients platform for insurance propaganda. will be drawn to you if you engage in conversations and supplemental life insurance policy, too. connect with your audience. Start posting today.

The Rules Have Changed If this makes sense, or not at all, please These examples show just how the rules comment at facebook.com/rallyform. have changed. Traditional marketing has been about projecting a marketing message.

Denysenko is the founder of rallyform. When he’s But these modern examples show that by not helping his clients implement a marketing connecting with individuals, the individustrategy or develop a referral program, he’s on the als come to you. mountain bike trails of northern California or on a This is one of the techniques that hike with his wife and four kids. Visit: www.rallyincreased my client’s Facebook “likes” by form.com to find out more about how relationships 500 percent in three months. What’s more are the power in your insurance marketing.

Retention Strategy

#6

CLAIMS METRICS

“ When it comes to claims, we know the score!”

Leah Van Maanen, Des Moines Branch, Claims Representative II

EMC does more than handle claims, we score them. Information gathered from adjusters and customers provides us with metrics to continually enhance the quality and promptness of EMC’s claims handling. It’s just one of the many reasons policyholders Count on EMC®.

Home Office: Des Moines, IA

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October 6, 2014 INSURANCE JOURNAL-NATIONAL | 37

When it’s grim, you need Great.

A disaster like this is a painful way to learn the carrier you recommended has less than stellar claims service.

To process claims quickly and smoothly takes the expertise of specialists who know and understand how to turn grim to great. Great American’s strength of specialization gives us that rare ability. We’re able to see executive liability risks, write coverages, and handle claims in a way that gives your clients greater satisfaction.

Don’t settle for less than Great American. Make grim like it never happened.

www.GreatAmericanELD.com

Coverage is underwritten by Great American Insurance Company, a licensed insurer in 50 states and the District of Columbia. © 2013 Great American Insurance Company. All rights reserved.

301 E Fourth Street, Cincinnati, OH 45202

W

elcome to Insurance Journal’s 2013 Professional Liability Directory. We’ve compiled this directory of professional liability providers to assist independent agents and brokers in their search for markets. In today’s highly litigious world, professional liability coverages have become critical insurance for many businesses. This directory has been designed to serve as a quick reference guide that allows users to locate carriers, wholesale brokers and managing general agencies offering professional liability coverage. The information published in this directory was submitted directly by the providers and includes their contact information, Web site and states where coverage is available. For a complete listing of markets offered by providers named in this directory, visit: www.insurancejournal. com/resources and type in “professional liability” under the Excess & Surplus, “find a market” option. To submit a listing for future directories, e-mail Kristine Honey at khoney@ insurancejournal.com. We hope you find IJ’s Professional Liability Directory to be a useful tool. To comment on this directory, or any other IJ resource, please e-mail: editorial@ insurancejournal.com.

Looking for other markets? Visit MyNewMarkets (www.mynewmarkets. com) to search more than 25,000 property/casualty listings for free from standard, specialty, excess and surplus lines markets nationwide.

Accountants Liability

Accountants Liability (continued)

Company

States

A & B Insurance Solutions, LLC

Abram Interstate Insurance Services, Inc. ACE Westchester Professional Risk Agency Marketing Services, Inc.

Allsouth Professional Liability Alta Professional Insurance Services (MI) Aon Affinity Arlington/Roe Betty Harder & Associates, Inc.

Cailor Fleming Insurance Capitol Special Risks, Inc. Cooper & McCloskey, Inc. CPA Protector Plan Executive Insurance Professionals, PLLC Herbert H. Landy Insurance

Insurance By Design Insurance Innovators Group - All Offices Intercorp, Inc. James River Insurance Company Jorgensen & Company Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN CA All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX Multiple – please contact us.

IN IL MI MN OH All States All States AL AZ CO GA IL LA ME MI MO MS NC NM OH OR TN TX VA WI WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States except AK KY VA CA OK PA TX All States except AK LA (includes Tax

Preparers & Bookkeepers) Most States Continental US All States All States All States TX All States All States

NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

Norman-Spencer International, Inc. Philadelphia Insurance Companies Professional Underwriters Agency, Inc.

AZ CA NV AZ CA CO ID NM NV UT WY CT MA ME NH NJ NY PA RI VT All States All States except LA All States

www.insurancejournal.com

Company

States

ProSight Specialty Insurance R.E. Chaix & Assoc.

RLI Sullivan Brokers Wholesale Insurance Solutions

All States CA All States All States

Target Insurance Services The Hanover Insurance Group Travelers U.S. E & O Brokers Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc.

All States Most States All States All States AZ CA CO FL NV OR TX UT WA LA NM OK TX

Swett & Crawford

All States

Allied Health Care Professional Liability Company

States

A & B Insurance Solutions, LLC

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Admiral Insurance Company Affinity Healthcare Agency Intermediaries, Inc. Agency Marketing Services, Inc.

Agentic Insurance, LLC

Agostini Wholesale Insurance

All Solutions PBS LLC Allied Protector Plan Allsouth Professional Liability

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN MA RI AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States All States Multiple – please contact us.

October 6, 2014 | INSURANCE JOURNAL-NATIONAL

39

Allied Health Care Professional Liability (continued) Company

States

American Underwriting Managers Anderson & Murison, Inc. Aon Affinity Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Ashley General Agency ASLPro

Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc.

AR LA NM TX CA All States All States All States AR LA MS TX All States (includes Social Services) TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States except AK HI IL IN WI All States All States All States All States

Cailor Fleming Insurance Charles A. Walker Corp.

Citadel Insurance Services, LC Cochrane & Company

Construction Insurance Partners Cooper & McCloskey, Inc. Countrywide Brokerage Services CRC Insurance Services, Inc. - 29 Offices Nationwide Donald Gaddis Co., Inc. Eaton Professional Insurance Services First Choice Insurance Intermediaries, Inc.

G.J. Sullivan Company Insurance Services Gateway Specialty Insurance Gresham & Associates, Inc. - Corporate Office Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices International Excess Alliance, LLC J.M. Wilson

James River Insurance Company Jimcor Agencies K&B Underwriters, LLC Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. Manchester Specialty Programs, Inc. MAXIMUM Morstan General Agency of Florida MSW NAS Insurance Services, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

NIF Group, Inc. Partners Specialty Group, LLC PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage Promont Advisors, LLC ProWriters Quaker Special Risk - FL MA NJ NY offices Quirk & Company R.E. Chaix & Assoc.

RMIS Rockwood Programs, Inc. RPS Healthcare Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Smith, Bell & Thompson, a div of Willis Programs Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services The Hanover Insurance Group TuscanoPro

U.S. Risk Insurance Group

All States GA MD NJ NY OH PA VT All States AK AZ CA CO ID MT ND NM NV OR UT WA WY All States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States All States CA CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA CA All States All States All States except AK HI Western States Continental US All States AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States All States All States TX Nationwide AK AZ CA HI NV All States All States All States All States All States AZ CA CO ID NM NV UT WY CT MA ME NH NJ NY PA RI VT All States All States All States except AK KS DC DE FL IL MD NC NJ PA VA WV All States All States All States except AR MS All States Most States LA NM OK OR TX WA CA AZ CA IA IL IN MI NE NM OH WI All States (varies based on program) All States AL FL GA MS NC SC TX All States All States IL IN WI All States All States Most States AR LA NM OK TX All States Most States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States

Burns & Wilcox — All Offices

All States

40 INSURANCE JOURNAL-NATIONAL | October 6, 2014

Company

States

Ultra Risk Advisors USG Insurance Services, Inc. USX/S W. Brown & Associates Property & Casualty Ins Svcs Western Special Risks, Inc. Worldwide Facilities, Inc. - All Offices

All States All States All States CA AZ NV All States

Architects & Engineers Liability Company

States

A & B Insurance Solutions, LLC

Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Admiral Insurance Company Agency Marketing Services, Inc.

Agentic Insurance, LLC Agostini Wholesale Insurance

All Risks, Ltd. Allsouth Professional Liability Alta Professional Insurance Services (MI) American Professional Liability Underwriters, Inc. American Underwriting Managers AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Aon Affinity Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Arrowhead General Insurance Agency, Inc. Ashley General Agency ASLPro

Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Braishfield Associates, Inc. Cailor Fleming Insurance Capitol Special Risks, Inc. Charles A. Walker Corp.

Citadel Insurance Services, LC

Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Countrywide Brokerage Services CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN CA AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States Multiple – please contact us.

IN IL MI MN OH AL FL GA AR LA NM TX All States CA All States All States All States All States All States TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States except AK HI IL IN WI All States All States All States All States All States GA MD NJ NY OH PA VT All States (includes Oilfield Consultants

PL/GL) AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States All States

Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Euclid Architects & Engineers Fox Point Programs Freberg Environmental, Inc. G.J. Sullivan Company Insurance Services Gorst & Compass Insurance Gresham & Associates, Inc. - Corporate Office HCC Specialty (MA) Hill Program Managers, LLC Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC Jacobs & Associates, Inc. James River Insurance Company Jimcor Agencies K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc.

CA AZ CA FL NV NY OR UT Most States All States (varies based on class of business) All States CA CA All States All States All States Western States Continental US All States All States OH All States All States CA NV OR TX

Donald Gaddis Co., Inc.

All States

www.insurancejournal.com

Architects & Engineers Liability (continued)

Crime (continued)

Company

States

Company

States

King Insurance Support Systems Land Design Insurance Group

M.J. Hall & Company, Inc. MAXIMUM Monarch E&S Insurance Services Morstan General Agency of Florida MSW NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

Norman-Spencer International, Inc. Pennock Insurance, Inc. Professional Insurance Concepts Professional Underwriters Agency, Inc. ProWriters Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company R.E. Chaix & Assoc.

RLI Roush Insurance Services, Inc. RPS Executive Lines Russell Bond & Co., Inc. Shelly, Middlebrooks & O’Leary, Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Target Professional Programs (fka 5Star Professional) Tejas American General Agency Tennant Risk Services The Hanover Insurance Group Travelers TuscanoPro

U.S. Risk Insurance Group USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. W. Brown & Associates Property & Casualty Ins Svcs Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Worldwide Facilities, Inc. - All Offices

Nationwide AL FL GA IL IN KS KY MI MN MO NC NE OH SC TN TX WA WV AK AZ CA HI NV All States AZ CA HI NV TX All States All States AZ CA NV AZ CA CO ID NM NV UT WY CT MA ME NH NJ NY PA RI VT All States DC DE FL IL MD NC NJ PA VA WV All States All States All States All States Most States LA NM OK OR TX WA CA All States IL IN OH All States Most States AL FL GA MS NC SC TX IL IN WI All States All States Most States All States AR LA NM OK TX All States Most States All States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States All States All States Most States CA AZ CA CO FL NV OR TX UT WA AZ NV LA NM OK TX All States

Cosmetic Insurance Services, a div of Frenkel & Co. eKo Specialty Insurance Services, Inc. Gerald J. Wilkoff, Inc. International Excess Alliance, LLC M.J. Hall & Company, Inc. Manchester Specialty Programs, Inc. MAXIMUM Philadelphia Insurance Companies Professional Insurance Concepts ProSurance Group, Inc. RPS Technology & Cyber Sullivan Brokers Wholesale Insurance Solutions SWBC Insurance Services The Hanover Insurance Group Travelers Western Special Risks, Inc. Worldwide Facilities, Inc. - All Offices

All States AZ CA FL NV NY OR UT All States All States AK AZ CA HI NV All States All States All States except LA All States All States All States All States TX Most States All States AZ NV All States

Beauty / Barber Shop E&O Company

Ashley General Agency Cailor Fleming Insurance Executive Insurance Professionals, PLLC Izzo Insurance Services, Inc. Northern Underwriting Managers, Inc. Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage SASSI - Salon & Spa Specialty Insurance Shelly, Middlebrooks & O’Leary, Inc. TAPCO Underwriters, Inc. Topa Insurance Company Western Security Surplus Insurance Brokers, Inc.

States TX All States CA OK PA TX AZ CA NV All States All States All States Most States AL FL GA MS NC SC TX Most States AZ CA NV AZ CA CO FL NV OR TX UT WA

Crime Company

Access E&S Insurance Services (CA) All Solutions PBS LLC Alliant Insurance Services Allied Protector Plan Alta Professional Insurance Services (MI) ASLPro

Brownyard Group

Capitol Special Risks, Inc. Chubb Group of Insurance Companies Commercial Sector Insurance Brokers, LLC

www.insurancejournal.com

States AZ CA CO NV TX All States All States All States IN IL MI MN OH AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI Most States (includes first & third party

dishonesty) All States All States All States

D&O Liability Company

States

A & B Insurance Solutions, LLC

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Agency Intermediaries, Inc. Agentic Insurance, LLC Agostini Wholesale Insurance

All Risks, Ltd. All Solutions PBS LLC Alliant Insurance Services Allied Protector Plan Allsouth Professional Liability Alta Professional Insurance Services (MI) American Professional Liability Underwriters, Inc. AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency ASLPro

Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc.

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN MA RI CA AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA CT DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States All States All States All States Multiple – please contact us.

IN IL MI MN OH AL FL GA All States CA All States All States All States TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States except AK HI IL IN WI All States All States All States All States

Charles A. Walker Corp.

Chubb Group of Insurance Companies Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Cosmetic Insurance Services, a div of Frenkel & Co. CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates

GA MD NJ NY OH PA VT All States All States AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States

Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC Executive Perils G.J. Sullivan Company Insurance Services Gateway Specialty Insurance Gorst & Compass Insurance

CA AZ CA FL NV NY OR UT CA OK PA TX All States CA All States CA

Burns & Wilcox — All Offices

Donald Gaddis Co., Inc.

All States

All States

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 41

D&O Liability (continued)

E&O (General) (continued)

Company

States

Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Gresham & Associates, Inc. - Corporate Office All States Herbert H. Landy Insurance All States except AK LA Indemnity Excess & Surplus Agency, Inc. Western States Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH Jimcor Agencies All States Jorgensen & Company All States K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide (includes profit and non-profit) M.J. Hall & Company, Inc. AK AZ CA HI NV Manchester Specialty Programs, Inc. All States MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Midlands All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency of Florida All States MSW All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV UT WY New England Excess Exchange, Ltd..

CT MA ME NH NJ NY PA RI VT NIF Group, Inc. All States Northern Underwriting Managers, Inc. All States OneBeacon Professional Insurance Most States Partners Specialty Group, LLC All States PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Prime Insurance Company Most States Professional Governmental Underwriters All States Professional Insurance Concepts All States Professional Underwriters Agency, Inc. All States ProWriters All States Quirk & Company LA NM OK OR TX WA Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States QuoteNBind.com All States except AK HI LA RLI All States RMIS AZ CA IA IL IN MI NE NM OH WI Rockwood Programs, Inc. All States (varies based on program) Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States RPS Technology & Cyber All States Russell Bond & Co., Inc. Most States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Smith, Bell & Thompson, a div of Willis Programs All States Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Insurance Solutions All States SWBC Insurance Services TX Swett & Crawford All States TAPCO Underwriters, Inc. Most States Target Professional Programs (fka 5Star Professional) All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States The Hanover Insurance Group Most States Travelers All States TuscanoPro CT DC DE FL IL IN MA MI MD NC NH NJ

NY OH OK PA SC TN TX VA WV U.S. E & O Brokers All States USG Insurance Services, Inc. All States Victor O. Schinnerer & Co. Most States Western Special Risks, Inc. AZ NV Western World Insurance Group Most States

E&O (General) Company Worldwide Facilities, Inc. - All Offices

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc.

All States States

MA RI CA

42 INSURANCE JOURNAL-NATIONAL | October 6, 2014

Company

States

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

ACE Westchester Professional Risk Agency Intermediaries, Inc. Agency Marketing Services, Inc.

Agentic Insurance, LLC Agostini Wholesale Insurance

All Solutions PBS LLC Alliant Insurance Services Alta Professional Insurance Services (MI) American Professional Liability Underwriters, Inc. American Underwriting Managers Anderson & Murison, Inc. Ashley General Agency ASLPro

Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Burns & Wilcox — All Offices Cailor Fleming Insurance Capitol Special Risks, Inc. CapSpecialty SM Centurion Insurance Group Chubb Group of Insurance Companies Cita Insurance Services Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices CMS, LLC Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services CPA Protector Plan CRC Insurance Services, Inc. - 29 Offices Nationwide Donald Gaddis Co., Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc.

AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States All States IN IL MI MN OH AL FL GA AR LA NM TX CA TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States except AK HI IL IN WI All States All States All States All States All States All States All States All States AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA All States All States Most States All States except AK KY VA All States All States CA AZ CA FL NV NY OR UT

Euclid Managers, LLC Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc.

Fox Point Programs G.J. Sullivan Company Insurance Services Gorst & Compass Insurance Gray-Stone & Company, Inc. Gresham & Associates, Inc. - Corporate Office HCC Specialty (MA) Herbert H. Landy Insurance Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc. Insurance By Design Insurance Innovators Group - All Offices Intercorp, Inc.

All States CA OK PA TX All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States (varies based on class of business) CA CA Most States All States All States All States except AK LA All States except AK HI Western States Most States Continental US All States

IT Risk Managers, Inc. J.M. Wilson

JLT Facilities, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. MAXIMUM Midlands MSW NAS Insurance Services, Inc. National Association of Professional Agents (NAPA) Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents NIF Group, Inc. Norman-Spencer International, Inc. Northern Underwriting Managers, Inc. OneBeacon Professional Insurance Pennock Insurance, Inc. Philadelphia Insurance Companies

All States except AK HI AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States Nationwide AK AZ CA HI NV All States All States All States All States All States All States AZ CA NV AZ CA CO ID NM NV UT WY All States All States All States Most States DC DE FL IL MD NC NJ PA VA WV All States except LA

EOforLess.com

All States

www.insurancejournal.com

E&O (General) (continued)

Company

States

Prime Insurance Company Pro-Risk Insurance Partners, LLC Professional Governmental Underwriters Professional Insurance Concepts

Most States Worldwide All States All States

Professional Liability Ins. Svcs - Underwriting Facilities All States

Professional Underwriters Agency, Inc. ProLawyer Insurance, LLC ProSurance Group, Inc. Quadrant Insurance Managers QuoteNBind.com R.E. Chaix & Assoc.

RLI RMIS Roush Insurance Services, Inc. RPS Technology & Cyber Russell Bond & Co., Inc. Sierra Specialty Specialty Lines Underwriters

All States DC DE MD NJ PA VA All States All States All States except AK HI LA CA All States AZ CA IA IL IN MI NE NM OH WII IL IN OH All States Most States All States IL IN WI

Sun Coast General Insurance Agency SWBC Insurance Services TAPCO Underwriters, Inc. Target Insurance Services Target Professional Programs (fka 5Star Professional) Tennant Risk Services U.S. E & O Brokers USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. The Hanover Insurance Group Western Surplus Lines Agency, Inc. Western World Insurance Group

AZ CA CO NV OR UT TX Most States All States All States All States All States All States All States Most States AZ CA CO FL NV OR TX UT WA AZ NV Most States LA NM OK TX Most States

Sullivan Brokers Wholesale Insurance Solutions All States

Employment Practices Liability Ins. (EPLI) Company

A & B Insurance Solutions, LLC

Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

ACE Westchester Professional Risk Agostini Wholesale Insurance

All Risks, Ltd. All Solutions PBS LLC Alliant Insurance Services Allied Protector Plan Allsouth Professional Liability Alta Professional Insurance Services (MI) American Professional Liability Underwriters, Inc. American Underwriting Managers AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Ashley General Agency ASLPro

Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Cailor Fleming Insurance Capitol Special Risks, Inc. Centurion Insurance Group Chubb Group of Insurance Companies Cita Insurance Services

www.insurancejournal.com

Employment Practices Liability (EPLI) (continued)

States

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN CA AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States All States All States All States Multiple – please contact us.

IN IL MI MN OH AL FL GA AR LA NM TX All States CA All States All States AR LA MS TX All States TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States except AK HI IL IN WI All States All States All States All States All States All States All States All States All States All States

Company

States

Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Continental Risk Insurance Services Cooper & McCloskey, Inc. Countrywide Brokerage Services CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates

AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States All States

Donald Gaddis Co., Inc.

All States

Eaton Professional Insurance Services CA eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Executive Perils All States G.J. Sullivan Company Insurance Services CA Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Gresham & Associates, Inc. - Corporate Office All States HCC Specialty (MA) All States Houston International Insurance Group All States except AK HI IAAC, Inc. NY Indemnity Excess & Surplus Agency, Inc. Western States Insurance Innovators Group - All Offices Continental US International Excess Alliance, LLC All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI Izzo Insurance Services, Inc. All States J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH James River Insurance Company All States Jimcor Agencies All States Jorgensen & Company All States K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV Manchester Specialty Programs, Inc. All States MAXIMUM All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency of Florida All States MSW All States NAS Insurance Services, Inc. All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV UT WY New England Excess Exchange, Ltd..

CT MA ME NH NJ NY PA RI VT NIF Group, Inc. All States Norman-Spencer International, Inc. All States Northern Underwriting Managers, Inc. All States Number One Insurance Agency MA OneBeacon Professional Insurance Most States Partners Specialty Group, LLC All States PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Professional Governmental Underwriters All States except LA Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Underwriters Agency, Inc. All States Quadrant Insurance Managers All States Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA R.E. Chaix & Assoc.

CA RMIS AZ CA IA IL IN MI NE NM OH WI Rockwood Programs, Inc. All States (varies based on program) Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States RPS Technology & Cyber All States Russell Bond & Co., Inc. Most States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Smith, Bell & Thompson, a div of Willis Programs All States Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States TAPCO Underwriters, Inc. Most States Target Insurance Services All States

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 43

Employment Practices Liability (EPLI) (continued)

Fiduciary Liability Insurance

Company

States

Company

Target Professional Programs (fka 5Star Professional) Tejas American General Agency Tennant Risk Services The Hanover Insurance Group Travelers TuscanoPro

U.S. E & O Brokers Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Worldwide Facilities, Inc. - All Offices

All States AR LA NM OK TX All States Most States All States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States AZ CA CO FL NV OR TX UT WA LA NM OK TX All States

Environmental E&O Company

A & B Insurance Solutions, LLC

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

ACE Westchester Environmental Agency Intermediaries, Inc. Agentic Insurance, LLC Alliant Insurance Services American Professional Liability Underwriters, Inc. Apogee Ins. Group, a Berkshire Hathaway Company Ark-La-Tex Underwriters, Inc. Ashley General Agency ASLPro

Beacon Hill Associates, Inc. Burns & Wilcox — All Offices Charles A. Walker Corp.

Citadel Insurance Services, LC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Countrywide Brokerage Services eKo Specialty Insurance Services, Inc. Environmental Insurance Services, Inc. Executive Perils Freberg Environmental, Inc. G.J. Sullivan Company Insurance Services Gray-Stone & Company, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC J.M. Wilson

Jacobs & Associates, Inc. James River Insurance Company K&M Henderson Insurance Services, Inc. M.J. Hall & Company, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) NeitClem Wholesale Insurance Brokerage, Inc. New England Excess Exchange, Ltd..

Partners Specialty Group, LLC Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Underwriters Agency, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company R.E. Chaix & Assoc.

RLI Roush Insurance Services, Inc. Russell Bond & Co., Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tejas American General Agency Travelers TuscanoPro

USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Special Risks, Inc.

States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN MA RI AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States CT DC DE FL MD NJ NY PA VA All States AL FL GA All States AR LA MS TX TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States GA MD NJ NY OH PA VT All States AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL AZ CA FL NV NY OR UT All States All States All States CA Most States Continental US All States All States AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH All States CA NV OR AK AZ CA HI NV All States AZ CA NV CT MA ME NH NJ NY PA RI VT All States DC DE FL IL MD NC NJ PA VA WV All States except LA All States All States Most States LA NM OK OR TX WA CA All States IL IN OH Most States All States

All States

AR LA NM OK TX All States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States All States Most States AZ NV

44 INSURANCE JOURNAL-NATIONAL | October 6, 2014

States

Abram Interstate Insurance Services, Inc. CA Alta Professional Insurance Services (MI) IN IL MI MN OH AmWINS Group, Inc. - 80 Offices Nationwide All States Chubb Group of Insurance Companies All States AK AZ CA CO HI IL NV NY OH OR TX WA Cooper & McCloskey, Inc. Cosmetic Insurance Services, a div of Frenkel & Co. All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Euclid Specialty Managers, LLC All States Gerald J. Wilkoff, Inc. All States Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Insurance Innovators Group - All Offices Continental US IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI Jorgensen & Company All States Manchester Specialty Programs, Inc. All States Monitor Liability Managers All States Negley Associates All States Professional Insurance Concepts All States PBS Insurance Underwriting Corporation All States except AK KS Rockwood Programs, Inc. All States (varies based on program) RLI All States RPS Executive Lines All States RPS Technology & Cyber All States Russell Bond & Co., Inc. Most States Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States Target Professional Programs (fka 5Star Professional) All States Travelers All States Victor O. Schinnerer & Co. Most States Worldwide Facilities, Inc. - All Offices All States

Financial Professionals’ Liability Company

States

Abram Interstate Insurance Services, Inc. ACE Westchester Professional Risk Agentic Insurance, LLC All Risks, Ltd. Alliant Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. Boston Insurance Brokerage, Inc. Chubb Group of Insurance Companies Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices CMS, LLC Cooper & McCloskey, Inc.

CA All States DC DE FL MD NJ NY PA VA All States All States All States All States All States All States All States AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO HI IL NV NY OH OR TX WA

Executive Perils First Choice Insurance Intermediaries, Inc.

Insurance Innovators Group - All Offices IPA Risk Management, LLC IT Risk Managers, Inc. Jorgensen & Company MSW National Association of Professional Agents (NAPA) NeitClem Wholesale Insurance Brokerage, Inc. OneBeacon Professional Insurance Partners Specialty Group, LLC Prime Insurance Company Professional Insurance Concepts ProSurance Group, Inc. ProWriters RMIS RPS Executive Lines Russell Bond & Co., Inc.

All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA Continental US All States All States except AK HI All States All States All States AZ CA NV Most States All States Most States All States All States All States AZ CA IA IL IN MI NE NM OH WI All States Most States

Swett & Crawford Tennant Risk Services

All States All States

EOforLess.com

All States

Sullivan Brokers Wholesale Insurance Solutions All States

www.insurancejournal.com

Hospital Professional Liability (continued)

Insurance Agents & Brokers PL (continued)

Company

States

Company

States

Allied Protector Plan Centurion Insurance Group Citadel Insurance Services, LC Construction Insurance Partners Insurance Innovators Group - All Offices K&B Underwriters, LLC Keystone Insurance Services, Inc. Negley Associates PBS Insurance Underwriting Corporation Prime Insurance Company Professional Program Insurance Brokerage RPS Healthcare Sierra Specialty Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford U.S. E & O Brokers U.S. Risk Insurance Group Ultra Risk Advisors USG Insurance Services, Inc. USX/S Worldwide Facilities, Inc. - All Offices

All States All States All States All States Continental US All States TX All States All States except AK KS Most States All States All States All States All States All States All States All States All States All States All States All States

NIF Group, Inc. Northern Underwriting Managers, Inc. Number One Insurance Agency Partners Specialty Group, LLC PBS Insurance Underwriting Corporation Professional Insurance Concepts Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProSight Specialty Insurance ProSurance Group, Inc. ProWriters Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office R.E. Chaix & Assoc.

RMIS Rockwood Programs, Inc. RPS Executive Lines RPS Plus Companies Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Sullivan Brokers Wholesale Insurance Solutions Sun Coast General Insurance Agency Swett & Crawford TAPCO Underwriters, Inc. Target Professional Programs (fka 5Star Professional) Tejas American General Agency Tennant Risk Services U.S. Brokers Network, Inc. U.S. E & O Brokers U.S. Risk Insurance Group USX/S W. Brown & Associates Property & Casualty Ins Svcs Western Security Surplus Insurance Brokers, Inc.

All States All States MA All States All States except AK KS All States All States All States All States All States All States All States Most States CA AZ IA IL IN MI NE NM OH WI All States (varies based on program) All States All States AL FL GA MS NC SC TX All States All States AZ CA CO NV OR UT All States Most States All States AR LA NM OK TX All States All States except AK CA HI All States All States All States CA AZ CA CO FL NV OR TX UT WA

Insurance Agents & Brokers Prof. Liability Company

States

Admiral Insurance Company Agency Marketing Services, Inc.

Agostini Wholesale Insurance

Allsouth Professional Liability American Professional Liability Underwriters, Inc. American Underwriting Managers Aon Affinity Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Atlas General Insurance Services Boston Insurance Brokerage, Inc. Braishfield Associates, Inc.

All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX AZ CA CO MD NE NM NV OR PA TN TX UT WA

Multiple – please contact us.

AL FL GA AR LA NM TX All States All States All States AR LA MS TX All States All States All States

Capitol Special Risks, Inc. CapSpecialtySM Cita Insurance Services Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. Countrywide Brokerage Services Crouse & Associates Donald Gaddis Co., Inc.

All States All States All States AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States All States

Executive Insurance Professionals, PLLC Executive Perils G.J. Sullivan Company Insurance Services Gresham & Associates, Inc. - Corporate Office Houston International Insurance Group IAAC, Inc. Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices International Excess Alliance, LLC IPA Risk Management, LLC Jacobs & Associates, Inc. James River Insurance Company K&M Henderson Insurance Services, Inc. King Insurance Support Systems Lee and Mason MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services MSW NAS Insurance Services, Inc. National Association of Professional Agents (NAPA) National Insurance Underwriters NeitClem Wholesale Insurance Brokerage, Inc.

CA OK PA TX All States CA All States All States except AK HI NY Western States Continental US All States All States OH All States CA NV OR Nationwide Nationwide All States All States AZ CA HI NV TX All States All States All States FL GA IL NC NJ TX VA AZ CA NV

Burns & Wilcox — All Offices

EOforLess.com

www.insurancejournal.com

All States

All States

Lawyers Liability Company

A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA) ACE Westchester Professional Risk Agency Marketing Services, Inc.

All Risks, Ltd. Alliant Insurance Services Allsouth Professional Liability Alta Professional Insurance Services (MI) American Professional Liability Underwriters, Inc. AmWINS Group, Inc. - 80 Offices Nationwide Aon Affinity ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Charles A. Walker Corp.

Chubb Group of Insurance Companies Cooper & McCloskey, Inc. CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Donald Gaddis Co., Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC Executive Perils Gray-Stone & Company, Inc. Gresham & Associates, Inc. - Corporate Office Herbert H. Landy Insurance Insurance By Design Insurance Innovators Group - All Offices Intercorp, Inc. IPA Risk Management, LLC James River Insurance Company Jimcor Agencies JLT Facilities, Inc. Jorgensen & Company Keystone Insurance Services, Inc.

States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO NV TX All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States Multiple – please contact us.

IN IL MI MN OH AL FL GA All States All States All States AR LA MS TX All States All States All States GA MD NJ NY OH PA VT All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States CA AZ CA FL NV NY OR UT CA OK PA TX All States Most States All States All States except AK LA Most States Continental US All States All States All States All States All States All States TX

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 45

Lawyers Liability (continued) Company

Media Professional Liability (continued) States

Monarch E&S Insurance Services Monitor Liability Managers MSW NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. Northern Underwriting Managers, Inc. Number One Insurance Agency OneBeacon Professional Insurance Partners Specialty Group, LLC Pennock Insurance, Inc. Prime Insurance Company Professional Insurance Concepts Professional Underwriters Agency, Inc. ProLawyer Insurance, LLC Promont Advisors, LLC ProSight Specialty Insurance Quaker Special Risk - FL MA NJ NY office R.E. Chaix & Assoc.

RPS Plus Companies Russell Bond & Co., Inc. Smith, Bell & Thompson, a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Target Insurance Services Target Professional Programs (fka 5Star Professional) Tejas American General Agency Tennant Risk Services The Hanover Insurance Group Travelers TuscanoPro

U.S. Risk Insurance Group USG Insurance Services, Inc. USX/S Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, Inc. - All Offices

AZ CA HI NV TX All States All States AZ CA NV All States All States MA Most States All States DC DE FL IL MD NC NJ PA VA WV Most States All States All States DC DE MD NJ PA VA All States except AR MS All States Most States CA All States Most States All States All States All States All States All States AR LA NM OK TX All States Most States All States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States All States All States AZ CA CO FL NV OR TX UT WA All States

Managed Health Care Professional Liability Company

Affinity Healthcare Agentic Insurance, LLC Agostini Wholesale Insurance

Allied Protector Plan Capitol Special Risks, Inc. Centurion Insurance Group Cochrane & Company

Insurance Innovators Group - All Offices NAS Insurance Services, Inc. OneBeacon Professional Insurance Pioneer Programs Insurance Solutions, LLC Prime Insurance Company Promont Advisors, LLC RPS Healthcare Sierra Specialty Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Ultra Risk Advisors USX/S Victor O. Schinnerer & Co. Worldwide Facilities, Inc. - All Offices

States All States DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX

UT WA All States All States All States AK AZ CA CO ID MT ND NM NV OR UT WA WY

Continental US All States Most States All States (Nursing Home & Assisted Living) Most States All States except AR MS All States All States All States All States All States All States Most States All States

Media Professional Liability Company

A & B Insurance Solutions, LLC

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Agency Intermediaries, Inc. Agentic Insurance, LLC American Underwriting Managers Anderson & Murison, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc.

States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN MA RI AZ CA CO NV TX CT DC DE FL MD NJ NY PA VA AR LA NM TX CA All States AR LA MS TX

46 INSURANCE JOURNAL-NATIONAL | October 6, 2014

Company

States

Arlington/Roe Atlas General Insurance Services Bailey Special Risks, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc.

All States All States All States except AK HI All States All States All States All States

Chubb Group of Insurance Companies Ck Specialty Insurance Associates - All Offices Cooper & McCloskey, Inc. Countrywide Brokerage Services Crouse & Associates Eaton Professional Insurance Services Euclid Managers, LLC Executive Perils First Choice Insurance Intermediaries, Inc.

G.J. Sullivan Company Insurance Services Gresham & Associates, Inc. - Corporate Office Insurance Innovators Group - All Offices IT Risk Managers, Inc. Jacobs & Associates, Inc. Jimcor Agencies JLT Facilities, Inc. Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Morstan General Agency of Florida NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents OneBeacon Professional Insurance Prime Insurance Company Pro-Risk Insurance Partners, LLC ProWriters Quadrant Insurance Managers Quirk & Company Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services USG Insurance Services, Inc. USX/S

All States AZ CA CO ID NV OR TX UT WA AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States CA All States All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA CA All States Continental US All States except AK HI OH All States All States TX All States AZ CA HI NV TX All States AZ CA NV AZ CA CO ID NM NV UT WY Most States Most States Worldwide All States All States LA NM OK OR TX WA All States All States All States All States All States

Burns & Wilcox — All Offices

All States

Medical Professional Liability Company

A & B Insurance Solutions, LLC

Access E&S Insurance Services (VA)

ACE Westchester Professional Risk

Affinity Healthcare Agency Marketing Services, Inc.

All Risks, Ltd. Allied Protector Plan American Underwriting Managers AmWINS Group, Inc. - 80 Offices Nationwide Aon Affinity Arlington/Roe Ashley General Agency Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Cailor Fleming Insurance Citadel Insurance Services, LC Continental Risk Insurance Services Cooper & McCloskey, Inc. CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Eaton Professional Insurance Services Fox Point Programs Gray-Stone & Company, Inc. Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices K&B Underwriters, LLC Keystone Insurance Services, Inc. Manchester Specialty Programs, Inc.

States

AL AR FL GA IL IN KY LA MA MI MO MS NY TN DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States AR LA NM TX All States All States All States TX All States All States All States All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States CA All States (varies based on class of business) Most States Western States Continental US All States TX All States

www.insurancejournal.com

Medical Professional Liability (continued)

Misc. Professional Liability - Medical (continued)

Company

Company

States

Sierra Specialty Smith, Bell & Thompson, a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tennant Risk Services U.S. Risk Insurance Group USX/S W. Brown & Associates Property & Casualty Ins Svcs Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc.

All States All States All States All States Most States All States All States All States CA AZ CA CO FL NV OR TX UT WA AZ NV LA NM OK TX

States

MAXIMUM Monarch E&S Insurance Services MSW NAS Insurance Services, Inc. NeitClem Wholesale Insurance Brokerage, Inc. OneBeacon Professional Insurance PBS Insurance Underwriting Corporation Prime Insurance Company Professional Program Insurance Brokerage Promont Advisors, LLC PULIC - Professional Underwriters Liability Ins. Co. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY R.E. Chaix & Assoc.

Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS Healthcare Russell Bond & Co., Inc. Sierra Specialty Smith, Bell & Thompson, a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Tennant Risk Services TuscanoPro

Ultra Risk Advisors USG Insurance Services, Inc. USX/S Wholesale Connection Insurance Services

All States AZ CA HI NV TX All States All States AZ CA NV Most States All States except AK KS Most States All States All States except AR MS All States All States Most States CA All States (varies based on program) IL IN OH All States Most States All States All States All States All States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States All States All States CA

Misc. Professional Liability - Medical Fields Company

Access E&S Insurance Services (VA)

Admiral Insurance Company Affinity Healthcare Agency Marketing Services, Inc.

Agostini Wholesale Insurance

All Solutions PBS LLC Allied Protector Plan Allsouth Professional Liability American Professional Liability Underwriters, Inc. ASLPro

Boston Insurance Brokerage, Inc. Cailor Fleming Insurance CapSpecialty SM Charles A. Walker Corp.

Continental Risk Insurance Services First Choice Insurance Intermediaries, Inc.

Gorst & Compass Insurance Gray-Stone & Company, Inc. Insurance Innovators Group - All Offices IPA Risk Management, LLC International Excess Alliance, LLC James River Insurance Company K&B Underwriters, LLC Manchester Specialty Programs, Inc. Morstan General Agency of Florida NAS Insurance Services, Inc. Negley Associates NIF Group, Inc. Partners Specialty Group, LLC PBS Insurance Underwriting Corporation Pioneer Programs Insurance Solutions, LLC Prime Insurance Company Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage Promont Advisors, LLC PULIC - Professional Underwriters Liability Ins. Co. Quaker Special Risk - FL MA NJ NY Rockhill Insurance Company Rockwood Programs, Inc. RPS Healthcare

www.insurancejournal.com

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States All States Multiple – please contact us.

AL FL GA AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States All States GA MD NJ NY OH PA VT Most States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA CA Most States Continental US All States All States All States All States All States All States All States All States All States All States All States except AK KS All States (Nursing Home & Assisted Living) Most States All States All States All States except AR MS All States Most States All States (Skilled Nursing Care) All States (varies based on program) All States

Miscellaneous Professional Liability Company

States

A & B Insurance Solutions, LLC

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (VA)

Admiral Insurance Company Agency Intermediaries, Inc. Agency Marketing Services, Inc.

Agentic Insurance, LLC Agostini Wholesale Insurance

All Risks, Ltd. All Solutions PBS LLC Allied Protector Plan Allsouth Professional Liability Alta Professional Insurance Services (MI) American Underwriting Managers Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Ashley General Agency Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Brownyard Group Brownyard Programs, Ltd.

AL FL GA IN KY LA MA MI MO MS NJ NY TN MA RI CA DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States All States All States Multiple – please contact us.

IN IL MI MN OH AR LA NM TX CA All States All States AR LA MS TX All States TX All States All States except AK HI IL IN WI All States All States All States All States Most States All States

Cailor Fleming Insurance Capitol Special Risks, Inc. CapSpecialtySM Centurion Insurance Group Charles A. Walker Corp.

Chubb Group of Insurance Companies Cita Insurance Services Citadel Insurance Services, LC

Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Countrywide Brokerage Services CPA Protector Plan CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates eKo Specialty Insurance Services, Inc. Euclid Managers, LLC Executive Insurance Professionals, PLLC Executive Perils

All States All States All States All States GA MD NJ NY OH PA VT All States All States All States (includes Oilfield Consultants

PL/GL) AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States except AK KY VA All States All States AZ CA FL NV NY OR UT All States CA OK PA TX All States

Burns & Wilcox — All Offices

All States

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 47

Miscellaneous Professional Liability Company First Choice Insurance Intermediaries, Inc.

(continued)

States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA

Fox Point Programs All States (varies based on class of business) Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States HCC Specialty (MA) All States Herbert H. Landy Insurance All States except AK LA Houston International Insurance Group All States except AK HI Indemnity Excess & Surplus Agency, Inc. Western States Insurance By Design Most States Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States International Excess Alliance, LLC All States IT Risk Managers, Inc. All States except AK HI Izzo Insurance Services, Inc. All States (Includes Security Guards,

Cosmetic Mfrs, Spas/Salons) J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH James River Insurance Company All States Jimcor Agencies All States JLT Facilities, Inc. All States Jorgensen & Company All States K&M Henderson Insurance Services, Inc. CA NV OR Nationwide King Insurance Support Systems M.J. Hall & Company, Inc. AK AZ CA HI NV Manchester Specialty Programs, Inc. All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Morstan General Agency of Florida All States NAS Insurance Services, Inc. All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV UT WY New England Excess Exchange, Ltd..

CT MA ME NH NJ NY PA RI VT NIF Group, Inc. All States All States Norman-Spencer International, Inc. Northern Underwriting Managers, Inc. All States PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Pro-Risk Insurance Partners, LLC Worldwide Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Program Insurance Brokerage All States Professional Underwriters Agency, Inc. All States ProWriters All States Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA RLI All States RMIS AZ CA IA IL IN MI NE NM OH WI Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States RPS Technology & Cyber All States Russell Bond & Co., Inc. Most States SASSI - Salon & Spa Specialty Insurance Most States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Sierra Specialty All States Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Insurance Solutions All States Sun Coast General Insurance Agency AZ CA CO NV OR UT SWBC Insurance Services TX

Swett & Crawford

All States

All States AR LA NM OK TX All States Most States All States (Security Guards, Alarm &

Electronic Security firms, PI’s,

Background Screeners) All States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States

Target Professional Programs (fka 5Star Professional) Tejas American General Agency Tennant Risk Services The Hanover Insurance Group The Mechanic Group, Inc.

Travelers TuscanoPro

U.S. E & O Brokers

48 INSURANCE JOURNAL-NATIONAL | October 6, 2014

Company

States

U.S. Risk Insurance Group Victor O. Schinnerer & Co. W. Brown & Associates Property & Casualty Ins Svcs Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices

All States Most States CA AZ CA CO FL NV OR TX UT WA LA NM OK TX Most States All States

Nonprofits’ Liability Company

States

Abram Interstate Insurance Services, Inc. CA All Solutions PBS LLC All States American Professional Liability Underwriters, Inc. AL FL GA American Underwriting Managers AR LA NM TX Anderson & Murison, Inc. CA Aon Affinity All States Atlas General Insurance Services All States Bailey Special Risks, Inc. All States except AK HI Benchmark Management Group, Inc. IL IN WI Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Burns & Wilcox — All Offices All States Cailor Fleming Insurance All States Charles A. Walker Corp.

GA MD NJ NY OH PA VT Chubb Group of Insurance Companies All States CMS, LLC CA CT FL MD NJ NY PA Continental Risk Insurance Services Most States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Donald Gaddis Co., Inc. All States Eaton Professional Insurance Services CA eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Euclid Specialty Managers, LLC All States (includes Labor PL Insurance) Executive Insurance Professionals, PLLC CA OK PA TX Executive Perils All States G.J. Sullivan Company Insurance Services CA Gateway Specialty Insurance All States Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Gresham & Associates, Inc. - Corporate Office All States Indemnity Excess & Surplus Agency, Inc. Western States Insurance Innovators Group - All Offices Continental US IT Risk Managers, Inc. All States except AK HI J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH Jimcor Agencies All States K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV Manchester Specialty Programs, Inc. All States Monitor Liability Managers All States Morstan General Agency of Florida All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV UT WY NIF Group, Inc. All States Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Professional Insurance Concepts All States

Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA RLI All States

RMIS

AZ CA IA IL IN MI NE NM OH WI

Rockwood Programs, Inc. Roush Insurance Services, Inc. Shelly, Middlebrooks & O’Leary, Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Target Professional Programs (fka 5Star Professional) Tennant Risk Services Western Special Risks, Inc. Western World Insurance Group

All States (varies based on program) IL IN OH AL FL GA MS NC SC TX IL IN WI All States All States All States All States AZ NV Most States

www.insurancejournal.com

Physicians Professional Liability Company

States

Admiral Insurance Company Affinity Healthcare Alliant Insurance Services Allied Protector Plan Aon Affinity Ark-La-Tex Underwriters, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Cooper & McCloskey, Inc. Insurance Innovators Group - All Offices IPA Risk Management, LLC James River Insurance Company K&B Underwriters, LLC Keystone Insurance Services, Inc. NAS Insurance Services, Inc. Negley Associates PBS Insurance Underwriting Corporation Professional Program Insurance Brokerage PULIC - Professional Underwriters Liability Ins. Co. ProSurance Group, Inc. R.E. Chaix & Assoc.

Rockwood Programs, Inc. RPS Healthcare Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services U.S. Risk Insurance Group Ultra Risk Advisors Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, Inc. - All Offices

All States All States All States All States (includes Nurses PL) All States AR LA MS TX All States All States AK AZ CA CO HI IL NV NY OH OR TX WA Continental US All States All States All States TX All States All States All States except AK KS All States All States All States CA All States (varies based on program) All States All States All States All States All States All States AZ CA CO FL NV OR TX UT WA All States

Public Officials Liability Company

States

Alliant Insurance Services All Solutions PBS LLC

All States All States

AmWINS Group, Inc. - 80 Offices Nationwide Benchmark Management Group, Inc. Euclid Public Sector Insurance Innovators Group - All Offices J.M. Wilson

MAXIMUM Midlands NIF Group, Inc. Professional Governmental Underwriters

Roush Insurance Services, Inc. RPS Executive Lines Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Victor O. Schinnerer & Co. Western World Insurance Group

All States IL IN WI Most States Continental US AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States All States All States All States (includes Law Enforcement &

School Board Liability w/ EPL) IL IN OH All States IL IN WI All States All States Most States Most States

Real Estate Agents’ Liability Company

States

Access E&S Insurance Services (CA) All Risks, Ltd. All Solutions PBS LLC American Professional Liability Underwriters, Inc. Anderson & Murison, Inc. Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Arrowhead General Insurance Agency, Inc. ASLPro

Bailey Special Risks, Inc. Benchmark Management Group, Inc. Braishfield Associates, Inc.

AZ CA CO NV TX All States All States AL FL GA CA All States All States All States AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States except AK HI IL IN WI All States

Capitol Special Risks, Inc. Cita Insurance Services

All States All States

Burns & Wilcox — All Offices

www.insurancejournal.com

Real Estate Agents’ Liability (continued)

Company

States

Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. Countrywide Brokerage Services Crouse & Associates Donald Gaddis Co., Inc. eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc.

Fox Point Programs G.J. Sullivan Company Insurance Services HCC Specialty (MA) Herbert H. Landy Insurance

Houston International Insurance Group Insurance By Design Insurance Innovators Group - All Offices Intercorp, Inc. IPA Risk Management, LLC IT Risk Managers, Inc. J.M. Wilson

Jacobs & Associates, Inc. Jimcor Agencies K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Morstan General Agency of Florida National Association of Professional Agents (NAPA) NeitClem Wholesale Insurance Brokerage, Inc. New England Excess Exchange, Ltd..

Norman-Spencer Agency, Inc. OneBeacon Professional Insurance Professional Insurance Concepts Professional Liability Ins. Svcs - Underwriting Facilities ProWriters Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com ProSight Specialty Insurance RMIS Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Sun Coast General Insurance Agency Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services Travelers USG Insurance Services, Inc. Victor O. Schinnerer & Co. W. Brown & Associates Property & Casualty Ins Svcs Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group

AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States All States AZ CA FL NV NY OR UT CA OK PA TX All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States (varies based on class of business) CA All States All States except AK LA (includes Real

Estate Appraisers E&O) All States except AK HI Most States Continental US All States All States All States except AK HI AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH All States CA NV OR TX Nationwide All States AZ CA HI NV TX All States All States AZ CA NV CT MA ME NH NJ NY PA RI VT All States Most States All States All States All States Most States LA NM OK OR TX WA All States except AK HI LA CA AZ CA IA IL IN MI NE NM OH WI AL FL GA MS NC SC TX All States IL IN WI All States AZ CA CO NV OR UT All States Most States AR LA NM OK TX All States All States All States Most States CA AZ NV LA NM OK TX Most States

Technology & Title Agents E&O ------------------->

All States

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 49

Technology E&O Company

Technology E&O (continued) States

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (VA)

Agency Intermediaries, Inc. Agentic Insurance, LLC Agostini Wholesale Insurance

All Risks, Ltd. Alta Professional Insurance Services (MI) American Underwriting Managers AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe

Ashley General Agency ASLPro (includes Cyber Liability)

Atlas General Insurance Services Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. CapSpecialty SM Charles A. Walker Corp.

Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices CMS, LLC Cochrane & Company

Continental Risk Insurance Services Cooper & McCloskey, Inc. (includes Cyber Liability) Cosmetic Insurance Services, a div of Frenkel & Co. Countrywide Brokerage Services CPA Protector Plan

CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates

MA RI CA DC DE GA IL MD NC NJ NY OH PA SC TN TX VA CT DC DE FL MD NJ NY PA VA AZ CA CO MD NE NM NV OR PA TN TX UT WA

All States IN IL MI MN OH AR LA NM TX All States CA All States All States AR LA MS TX All States (includes Cyber Liability/

Privacy & Security) TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States except AK HI IL IN WI All States All States All States All States All States GA MD NJ NY OH PA VT All States AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States except FL All States except AK KY VA (includes Network Security/Privacy Protection) All States All States

Eaton Professional Insurance Services Euclid Managers, LLC Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc.

HCC Specialty (MA) Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC IPA Risk Management, LLC IT Risk Managers, Inc. J.M. Wilson

Jacobs & Associates, Inc. Jimcor Agencies JLT Facilities, Inc.

Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. MAXIMUM

McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Morstan General Agency of Florida MSW NAS Insurance Services, Inc. NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

NIF Group, Inc. OneBeacon Professional Insurance

CA All States CA OK PA TX All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States Western States Continental US All States All States All States All States except AK HI AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH All States All States (includes Cyber Liability /

Privacy Insurance) TX Nationwide AK AZ CA HI NV All States (includes Data Breach/

Network Security/Privacy) All States AZ CA HI NV TX All States All States All States (includes Cyber Liability) AZ CA NV AZ CA CO ID NM NV UT WY CT MA ME NH NJ NY PA RI VT All States (includes Cyber Liability) Most States

Donald Gaddis Co., Inc.

All States

50 INSURANCE JOURNAL-NATIONAL | October 6, 2014

Company

States

Partners Specialty Group, LLC Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Pro-Risk Insurance Partners, LLC Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProWriters Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com RMIS Roush Insurance Services, Inc. RPS Executive Lines

All States DC DE FL IL MD NC NJ PA VA WV All States except LA Most States Worldwide All States All States All States Most States LA NM OK OR TX WA All States except AK HI LA AZ CA IA IL IN MI NE NM OH WI IL IN OH All States (includes Cyber Liability)

Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services The Hanover Insurance Group TuscanoPro

U.S. Risk Insurance Group USX/S

W. Brown & Associates Property & Casualty Ins Svcs Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group

AL FL GA MS NC SC TX All States IL IN WI All States All States Most States AR LA NM OK TX All States Most States CT DC DE FL IL IN MA MI MD NC NH NJ NY OH OK PA SC TN TX VA WV All States All States (includes Network Security/ Privacy-Cyber) CA AZ CA CO FL IL NV NY OR TX UT WA AZ NV LA NM OK TX Most States

RPS Technology & Cyber

All States

Title Agents’ E&O Company

States

Agency Marketing Services, Inc.

All Risks, Ltd. Capitol Special Risks, Inc. Charles A. Walker Corp.

Commercial Sector Insurance Brokers, LLC Fox Point Programs Houston International Insurance Group Insurance By Design Intercorp, Inc. International Excess Alliance, LLC Partners Specialty Group, LLC Professional Insurance Concepts Professional Liability Ins. Svcs - Underwriting Facilities ProSight Specialty Insurance Quaker Special Risk - FL MA NJ NY RPS Plus Companies Tennant Risk Services TitlePac, Inc. U.S. Risk Insurance Group Victor O. Schinnerer & Co. W. Brown & Associates Property & Casualty Ins Svcs

AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States GA MD NJ NY OH PA VT All States All States except AK HI All States (varies based on class of business) Most States All States All States All States All States All States All States Most States All States All States All States except AK ME VT All States Most States CA

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Professional Liability Directory - Alphabetical Directory of Markets A & B Insurance Solutions,LLC 2002 Richard Jones Rd.,Ste. 304C, Nashville, TN 37215 Phone: 800-207-9333 ; Fax: 615-292-8318 E-mail: mayb@abinsurance.com Website: www.abinsurance.com

All Solutions PBS LLC P.O. Box 1218, Morristown, NJ 07962 Phone: 888-376-5884 ; Fax: 888-726-6638 E-mail: Info@AllSolutionsPBS.com Website: www.AllSolutionsPBS.com

Ark-La-Tex Underwriters, Inc. 1945 E. 70th St., Ste. C, Shreveport, LA 71105 Phone: 318-798-7703 ; Fax: 318-798-3959 Website: www.altuquotes.com

A.I.I. Insurance Brokerage of Mass., Inc. 183 Davis St., P.O. Box 1139, Douglas, MA 01516 Phone: 508-476-1990 ; Fax: 508-476-1991 E-mail: info@agencyint.com Website: www.agencyint.com

Alliant Insurance Services 1301 Dove St., Ste. 200, Newport Beach, CA 92660 Phone: 949-756-0271 E-mail: marcomm@alliant.com Website: www.alliant.com

8900 Keystone Crossing, Ste. 800, Indianapolis, IN 46240 Phone: 800-878-9891 ; Fax: 317-554-8551 E-mail: info@arlingtonroe.com Website: www.arlingtonroe.com

Abram Interstate Insurance Services, Inc. 2211 Plaza Dr., Ste. 100, Rocklin, CA 95765 Phone: 916-780-7000 ; Fax: 916-780-7181 E-mail: Meaganr@abraminterstate.com Website: www.abraminterstate.com

Allied Protector Plan 655 N. Franklin St., Ste. 1800, Tampa, FL 33602 Phone: 877-566-4017 ; Fax: 813-221-4109 E-mail: upatel@bbprograms.com Website: www.alliedprotectorplan.com

Access E&S Insurance Services (CA) 5575 Lake Park Way, Ste. 218, La Mesa, CA 91942 Phone: 619-462-1128 ; Fax: 866-209-7312 E-mail: valerie@access-es.com Website: www.access-es.com

Allsouth Professional Liability 14141 Farmington Rd., Livonia, MI 48154 Phone: 800-913-9260 ; Fax: 813-282-0994 E-mail: info@allsouth.net Website: www.allsouth.net

Access E&S Insurance Services (VA) 2001 N. Lincoln St., Arlington, VA 22207 Phone: 703-248-2566 ; Fax: 703-248-2565 E-mail: tim@access-es.com Website: www.access-es.com

Alta Professional Insurance Services (MI) 9800 4th Street N, Ste. 400, St. Petersburg, FL 33702 Phone: 866-532-2582 ; Fax: 734-786- 0067 E-mail: pallen@altaproinsurance.com Website: www.altaproinsurance.com

ACE Westchester Environmental 11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 678-795-4377 E-mail: Kathleen.Moriarty@acegroup.com Website: www.acewestchester.com

American Professional Liability Underwriters, Inc. 7270 NW 12 St., Ste. 700, Miami, FL 33126 Phone: 786-924-7070 ; Fax: 786-924-7080 E-mail: rkenney@amproins.com Website: www.amproins.com

ACE Westchester Professional Risk

American Underwriting Managers

11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 678-795-4258 E-mail: joseph.casey@acegroup.com Website: www.acewestchester.com

365 Miron Dr., Ste. D, Southlake, TX 76092 Phone: 817-424-1996 ; Fax: 817-481-0742 E-mail: nena@auminsur.com Website: www.amuinsur.com

Admiral Insurance Company

AmWINS Group, Inc. - 80 Offices Nationwide See Website for Locations Headquarters - Charlotte, NC 28210 Phone: 704-973-3489 ; Fax: 704-943-9000 E-mail: marketing@amwins.com Website: www.amwins.com

1000 Howard Blvd., Mount Laurel, NJ 08054 Phone: 856-354-7791 E-mail: Lheaton@admiralins.com Website: www.admiralins.com Affinity Healthcare 159 E. County Line Rd., Hatboro, PA 19040 Phone: 215-293-1191; Fax: 215-773-4587 E-mail: aaron.dicaprio@aon.com Website: www.aon.com/affinity Agency Intermediaries, Inc. 1575 Boston Post Rd., P.O. Box 451, Guilford, CT 06437 Phone: 203-453-2859 ; Fax: 203-453-8859 E-mail: info@agencyint.com Website: www.agencyint.com

Anderson & Murison, Inc.

800 W. Colorado Blvd., Los Angeles, CA 90041 Phone: 323-255-2333 ; Fax: 323-255-0957 E-mail: james.mccarthy@andersonmurison.com Website: www.andersonmurison.com Aon Affinity 159 E. County Line Rd., Hatboro, PA 19040 Phone: 215-293-1261 E-mail: lex.daniele@aon.com Website: www.aon.com

Agency Marketing Services, Inc. 9800 4th St. N, Ste. 400, St. Petersburg, FL 33702 Phone: 727-384-1036 ; Fax: 727-343-4123 E-mail: bwolf@agencymarketing.com Website: www.agencymarketing.com Agentic Insurance, LLC 900 W. Valley Forge Rd., King of Prussia, PA 19406 Phone: 610-900-0060 ; Fax: 610-900-0070 E-mail: Tkatona@agenticins.com Website: www.agenticins.com Agostini Wholesale Insurance 7125 El Cajon Blvd., Ste. 3, San Diego, CA 92115 Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: daniel@agostinisurplus.com Website: www.agostinisurplus.com All Risks, Ltd. 10150 York Rd., 5th Fl., Hunt Valley, MD 21030 Phone: 800-366-5810 ; Fax: 410-828-8179 E-mail: allrisksij@allrisks.com Website: www.allrisks.com

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Apogee Ins. Group, a Berkshire Hathaway Company 1170 Devon Park Dr., Wayne, PA, 19087 Phone: 877-337-3200 ; Fax; 610-337-2337 E-mail: info@apogeeinsgroup.com Website: www.apogeeinsgroup.com

Specialty Wholesale Broker for Technology, Cyber, Professional & Management Liability (E&O, D&O/EPLI), Architects & Engineers, Environmental Liability, Allied Healthcare and Insurance Agents E&O areas.

ARC West Coast Excess & Surplus Brokerage, LLC 260 S. Los Robles Ave., Ste. 205, Pasadena, CA 91101 Phone: 626-584-5050 ; Fax: 626-584-5010 E-mail: shunt@arcxswest.com Website: www.arcbrokers.com

Arlington/Roe

Arrowhead General Insurance Agency, Inc. - Architects & Engineers Liability 99 Pacific St., Ste. 155F, Monterey, CA 93940 Phone: 800-887-7811 ; Fax: 831-333-9847 E-mail: rnavarrete@arrowheadgrp.com Website: www.ArrowheadGrp.com Arrowhead General Insurance Agency, Inc. - Real Estate Agents and Brokers E&O 537 W. South, Ste. 300, Salt Lake City, UT 84101 Phone: 801-521-4412 ; Fax: 801-521-4413 Email: Pete@ArrowheadGrp.com Website: www.ArrowheadGrp.com Ashley General Agency 2040 N. Loop 336 W, Ste. 200, Conroe, TX 77304 Phone: 936-441-5959 ; Fax: 936-521-5922 E-mail: hnelson@ashleyga.com Website: www.ashleyga.com

ASLPro

See Website for Addresses Corporate Office - Richmond, VA 23235 Phone: 804-320-9500 ; Fax: 804-320-7280 E-mail: clines@atlanticspecial.com Website: www.atlanticspecial.com

Atlas General Insurance Services

4365 Executive Dr., San Diego, CA 92121 Phone: 858-529-6700 ; Fax: 619-814-8915 E-mail: info@atlas.us.com Website: www.atlas.us.com Bailey Special Risks, Inc. 177 E. Main St., Ste. 5, Hendersonville, TN 37075 Phone: 615-264-3977 ; Fax: 615-264-3980 E-mail: questions@bsrins.com Website: www.bsrins.com Beacon Hill Associates, Inc. P.O. Box 1532, Charlottesville, VA 22902 Phone: 800-596-2156 ; Fax: 434-979-8964 E-mail: info@b-h-a.com Website: www.b-h-a.com Benchmark Management Group, Inc. 1730 Park St., Ste. 214, Naperville, IL 60563 Phone: 630-778-7000 ; Fax: 630-778-7007 E-mail: info@bmgins.com Website: www.bmgins.com Betty Harder & Associates, Inc. 84 Chalet Cir., Dawsonville, GA 30534 Phone: 1-800-998-1414 ; Fax: 706-216-0191 E-mail: bettyharder@windstream.net Website: www.bettyharder.com

Bliss & Glennon, Inc.

435 N. Pacific Coast Hwy, Redondo Beach, CA 90277 Phone: 800-829-7330 ; Fax: 310-372-1903 E-mail: petrun@bgsurplus.com Website: www.bgsurplus.com Bliss & Glennon’s Professional liability covers a large range of risks, from Answering Services to X-ray Labs. A team of brokers dedicated to service your clients’ professional liability needs; Large or small, we handle the tough stuff.

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 51

Professional Liability Directory - Alphabetical Directory of Markets Bliss & Glennon Central 1406 Wilson Rd., Conroe, TX 77304 Phone: 936-521-7400 ; Fax: 936-521-7471 E-mail: bowersd@bgsurplustx.com Website: www.bgsurplustx.com

Charles A. Walker Corp.

P.O. Box 8049, One LePage Pl., Syracuse, NY 13217 Phone: 315-488-3143 ; Fax: 315-488-3029 E-mail: inquiry@twg-esr.com Website: www.twg-esr.com

Boston Insurance Brokerage, Inc. 24 Federal St., 4th Fl, Boston, MA 02110 Phone: 866- 331-1997 ; Fax: 617-556-7070 E-mail: gbewick@bostonbrokerage.com Website: www.bostonbrokerage.com

Chubb Group of Insurance Companies

3 Mountain View Rd., Warren, NJ 07059 Phone: 908-903-2000 ; Fax: 908-903-3246 E-mail: erosenberg@chubb.com Website: www.chubb.com

Boston Insurance Brokerage is a wholesale broker that offers commercial insurance solutions. Our product portfolio includes all forms of property, casualty, environmental, umbrella, executive & professional, workers compensation and risk management products and services including markets and expertise in healthcare liability.

Cita Insurance Services 681 S. Parker St., Ste. 300, Orange, CA 92868 Phone: 800-280-7250 ; Fax: 714-978-2692 E-mail: programsinfo@citainsurance.com Website: www.citainsurance.com

Braishfield Associates, Inc. 2966 Commerce Park Dr., Ste. 250, Orlando, FL 32819 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: dhill@braishfield.com Website: www.braishfield.com

Citadel Insurance Services, LC

Brownyard Group 21 Maple Ave., P.O. Box 9175, Bay Shore, NY 11706 Phone: 800-645-5820 ; Fax: 631-666-5723 E-mail: info@brownyard.com Website: www.brownyard.com

P.O. Box 1677, American Fork, UT 84003 Phone: 801-610-2720 ; Fax: 801-610-2701 E-mail: info@citadelus.com Website: www.citadelus.com

Brownyard Programs, Ltd. 86 Carleton Ave., East Islip, NY 11730 Phone: 631-581-9300 ; Fax: 631-581-9385 E-mail: info@brownyardprograms.com Website: www.brownyardprograms.com

Citadel is a leading edge specialty casualty and professional insurance program manager. In additional to our exclusive programs, we represent a network of the world’s leading A+ rated insurance carriers providing all lines of Casualty, Property, Marine and Professional Liability insurance. We welcome ideas for new casualty and professional programs. Call us today with your questions, ideas, and key opportunities.

Burns & Wilcox — All Offices

See Web for Addresses Headquarters - Detroit/Farmington Hills, MI Phone: 248-932-9000 ; Fax: 248-932-9046 E-mail: farmingtonhills@burns-wilcox.com Website: www.burnsandwilcox.com Burns & Wilcox is North America’s largest independent, wholesale broker and underwriting manager. With over 40 offices throughout the U.S., Canada and London, we’re recognized for brokerage and underwriting expertise. Our Professional Liability Center of Excellence provides clients with experienced brokers, exclusive programs and solutions for their most challenging risks.

Ck Specialty Insurance Associates - All Offices See Website for Locations Headquarters - San Jose, CA 95037 Phone: 800-411-0083 ; Fax: 408-227-7732 E-mail: jay@ckspecialty.com Website: www.ckspecialty.com CMS, LLC 1800 Walt Whitman Rd., Ste. 140, Melville, NY 11747 Phone: 631-577-4450 ; Fax: 631-577-4448 E-mail: rverdi@cmsrisk.com Website: www.cmsrisk.com Cochrane & Company 1405 S. Rustle St., Spokane, WA, 99224 Phone: 509-838-0655 ; Fax: 509-838-1710 E-mail: marketing@cochraneco.com Website: www.cochraneco.com

Cailor Fleming Insurance P.O. Box 3989, Youngstown, OH 44513 Phone: 330-782-8068 ; Fax: 330-782-0458 E-mail: dfoley@cailorfleming.com Website: www.cailorfleming.com

Cosmetic Insurance Services, a div of Frenkel & Company

601 Plaza 3, 6th Fl, Jersey City, NJ 07311 Phone: 201-356-0057 ; Fax: 201-356-0055 E-mail: khegel@frenkel.com Website: www.frenkel.com/cosmetic-insurance.html Countrywide Brokerage Services P.O. Box 2011, Edmonds, WA 98020 Phone: 425-774-2237 ; Fax: 425-775-1023 E-mail: sbrennan@countrywidebrokerage.com Website: www.countrywidebrokerage.com CPA Protector Plan 655 N. Franklin St., Ste. 1800, Tampa, FL 33602 Phone: 800-438-1263 ; Fax: 813-222-4165 E-mail: cpa@bbprograms.com or upatel@bbprograms.com Website: www.cpaprotectorplan.com

CRC Insurance Services, Inc. - 29 Offices Nationwide See Website for Locations.

Headquarters - Birmingham, AL 35209 Phone: 800-824-1709 ; Fax: 205-879-3739 Website: www.crcins.com

Crouse & Associates

100 Pine St., Ste. 2500, San Francisco, CA 94111 Phone: 415-982-3870 ; Fax: 415-982-2546 E-mail: pquilici@crousesf.com Website: www.crouseandassociates.com Crouse and Associates represents a wide range of E&O, D&O, Cyber, EPL, Fiduciary, Crime, and K&R markets. We have over 50 professional liability markets that are all Best Rated “A” and some in house exclusive products.

Donald Gaddis Co., Inc.

150 S. Wacker Dr., Ste. 600, Chicago, IL 60606 Phone: 888-853-0071 ; Fax: 312-853-1033 E-mail: cgaddis@gaddiscompany.com Website: www.gaddiscompany.com

Eaton Professional Insurance Services

Capitol Special Risks, Inc. 1899 Powers Ferry Rd., Ste. 100, Atlanta, GA 30339 Phone: 770-956-0125 ; Fax: 770-956-9779 E-mail: nbarnes@csrisks.com Website: www.csrisks.com

Commercial Sector Insurance Brokers, LLC 600 Corporate Pkwy, Ste. 250, Birmingham, AL 35242 Phone: 205-776-1600 ; Fax: 205-776-1619 E-mail: cthompson@comsectorins.com Website: www.comsectorins.com

CapSpecialtySM 800 W. 47th St., Ste. 515, Kansas City, MO 64112 Phone: 877-224-9748 ; Fax: 816-298-1301 E-mail: eospecialtynews@CapSpecialty.com Website: www.CapSpecialty.com/PL

Construction Insurance Partners 308 N. 21st St., Ste. 300, St. Louis, MO 63103 Phone: 314-554-9754 ; Fax: 314-342-7170 E-mail: johnc@cip-stl.com Website: www.cip-stl.com

Centurion Insurance Group Centurion Place - P.O. Box 959, Hanover, NH 03755 Phone: 603-643-2000 ; Fax: 603-643-2740 E-mail: awc@centurionusa.com Website: www.centurionusa.com

Continental Risk Insurance Services 330 S. Fairmont Ave., Ste. 2, Lodi, CA 95240 Phone: 209-365-6130 ; Fax: 209-365-6040 E-mail: ed@continentalriskins.com Website: www.continentalriskins.com

52 INSURANCE JOURNAL-NATIONAL | October 6, 2014

Cooper & McCloskey, Inc. 111 Pine St., Ste. 1530, San Francisco, CA 94111 Phone: 415-433-7700 ; Fax: 415-433-7707 E-mail: keltie@cmiprorisk.com Website: www.cmiprorisk.com

17602 17th St., Ste. 102-120, Tustin, CA 92780 Phone: 714-832-8649 ; Fax: 714-832-2586 E-mail: c.eaton@episi.net Website: www.episi.net

eKo Specialty Insurance Services, Inc. 275 E. Thousand Oaks Ave., Thousand Oaks, CA 91360 Phone: 805-373-6968 ; Fax: 805-373-7070 E-mail: eKo@eKoSpecialty.com Website: www.eKoSpecialty.com Environmental Insurance Services, Inc. 200 Cahaba Park S, Ste. 200, Birmingham AL 35242 Phone: 800-239-1347 ; Fax: 205-991-7767 E-mail: jbarron@env-ins.com Website: www.env-ins.com

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Professional Liability Directory - Alphabetical Directory of Markets Gerald J. Wilkoff, Inc. 95 Main St., Mineola, NY 11501 Phone: 516-747-0200 ; Fax: 516-747-2021 E-mail: info@wilkoffbonds.com Website: www.wilkoffbonds.com

Gorst & Compass Insurance

EOforLess.com 12707 High Bluff Dr., San Diego, CA 92130 Phone: 760-804-7500 x 202 E-mail: info@eoforless.com Website: www.eoforless.com

9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-0900 ; Fax: 818-507-1133 E-mail: mail@gorstcompass.com Website: www.gorstcompass.com

Euclid Architects & Engineers 234 Spring Lake Dr., Itasca, IL 60143 Phone: 630-238-1900 ; Fax: 630-773-8590 E-mail: mail@euclidmanagers.com Website: www.euclidae.com

Gray-Stone & Company, Inc. 275 E. Hillcrest Dr., Ste. 250 Thousand Oaks, CA 91360 Phone: 805-494-4440 ; Fax: 805-299-4985 E-mail: info@gray-stone.com Website: www.gray-stone.com

IAAC, Inc. 5784 Widewaters Pkwy, Dewitt, NY 13214 Phone: 800-962-7950 ; Fax: 888-432-0510 E-mail: bstrong@iiabny.org Website: www.iiabny.org Indemnity Excess & Surplus Agency, Inc. 1915 NW AmberGlen Pkwy, Ste. 450 Beaverton, OR 97006 Phone: 800-487-2442 ; Fax: 503-526-9700 E-mail: jreedal@ies-xs.com Website: www.ies-xs.com Insurance By Design 4230 LBJ Expwy, Dallas, TX 75244 Phone: 866-840-8004 ; Fax: 214-217-2548 E-mail: mike@ibdpro.com Website: www.ibdpro.com

Euclid Managers, LLC 2345 Grand Blvd., Ste. 1150, Kansas City, MO 64108 Phone: 816-778-0708 ; Fax: 816-778-0715 E-mail: msutton@euclidmanagerskc.com Website: www.euclidmanagerskc.com

Insurance Innovators Group - 6 Offices Nationwide See Website for Addresses - Headquarters - Glenside, PA Phone: 215-885-7300 ; Fax: 215-886-2482 E-mail: sam@iiigroup.com ; devinw@iiigroup.com Website: www.iiigroup.com

Euclid Public Sector 234 Spring Lake Dr., Itasca, IL 60143 Phone: 630-238-1900 ; Fax: 630-773-8590 E-mail: mail@euclidmanagers.com Website: www.euclidps.com

Intercorp, Inc. 1438-F W Main St., Ephrata, PA 17522 Phone: 717-721-3500 ; Fax: 717-721-3515 E-mail: info@intercorpinc.net Website: www.intercorpinc.net

Euclid Specialty Managers, LLC 380 Maple Ave. West, Vienna, VA 22180 Phone: 571-730-4810 ; Fax: 571-730-4813 E-mail: jobrien@euclidspecialty.com Website: www.euclidspecialty.com Executive Insurance Professionals, PLLC 6001 W. Interstate 20, Ste. 214, Arlington, TX 76017 Phone: 800-779-4095 ; Fax: 866-779-4331 E-mail: cheryl@execins.com Website: www.execins.com Executive Perils 11845 W Olympic Blvd, Ste 750, Los Angeles, CA 90064 Phone: 310-444-9333 ; Fax: 310-444-9355 E-mail: petert@eperils.com Website: www.eperils.com

First Choice Insurance Intermediaries, Inc. 814 A1A North, Ste. 206, Ponte Vedra Beach, FL 32082 Phone: 66-821-9572 ; Fax: 904-543-4501 E-mail: info@firstchoiceii.com Website: www.firstchoiceii.com Fox Point Programs 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-499-7242 ; Fax: 302-472-8529 E-mail: sales@foxpointprg.com Website: www.foxpointprg.com Freberg Environmental, Inc. 2000 S. Colorado Blvd., Tower II, Ste. 800 Denver, CO 80222 Phone: 800-377-4152 ; Fax: 303-623-8101 E-mail: info@feiinsurance.com Website: www.feiinsurance.com G.J. Sullivan Company Insurance Services 625 The City Dr., Ste. 400, Orange, CA 92868 Phone: 714-621-2335 ; Fax: 714-876-2274 E-mail: gorind@gjs.com Website: www.gjsullivan.com Gateway Specialty Insurance 1170 Devon Park Dr., Wayne, PA 19087 Phone: 877-977-4474 E-mail: info@gatewayspecialty.com Website: www.gatewayspecialty.com

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Great American Insurance Group - Executive Liability Division 1515 Woodfield Rd., Ste. 500, Schaumburg, IL 60173 Phone: 847-330-6750 ; Fax: 513-929-6890 E-mail: ELD@gaig.com Website: www.GreatAmericanELD.com

The Executive Liability Division (ELD) of Great American Insurance has been protecting business leaders in a variety of institutions and corporations for over 25 years. We have offices located in Schaumburg, Illinois; Chicago, Illinois; New York, New York; Princeton, New Jersey; and Toronto, Ontario.

Gresham & Associates, Inc. - Corporate Office One Gresham Landing, Stockbridge, GA 30281 Phone: 770-389-1600 ; Fax: 770-389-1650 E-mail: newbiz@greshaminc.com Website: www.gresham-inc.com HCC Specialty (MA) 401 Edgewater Pl., Ste. 400, Wakefield, MA 01880 Phone: 781-994-6000 ; Fax: 781-994-6001 E-mail: mmatheson@hcc.com Website: www.hccspecialty.com

Herbert H. Landy Insurance

75 Second Ave., Needham, MA 02494 Phone: 800-336-5422 ; Fax: 800-344-5422 E-mail: johnt@landy.com Website: www.landy.com The Herbert H. Landy Insurance Agency, celebrating 63 years of providing the finest insurance plans and service, is a national administrator for Accountants, Tax Preparers & Bookkeepers, Real Estate Agents and Real Estate Appraisers Errors & Omissions insurance.

Hill Program Managers, LLC 155 S. Madison St., Ste. 302, Denver, CO 80209 Phone: 303-481-6684 E-mail: Mhill@hillprograms.com Website: www.hillprograms.com Houston International Insurance Group 800 Gessner Rd., 6th Fl, Houston, TX 77024 Phone: 713-975-4800 E-mail: inquiry@hiig.com Website: www.hiig.com

International Excess Alliance, LLC 3700 Park East Dr., Ste. 250, Beachwood, OH 44122 Phone: 216-797-9700 ; Fax: 216-797-9970 E-mail: kennethkukral@intlxs.com Website: www.intlxs.com IPA Risk Management, LLC 340 W. Passaic St., Rochelle Park, NJ 07662 Phone: 201-797-1084 ; Fax: 201-797-1076 E-mail: g.heitmann@ipariskmanagement.com Website: www.ipariskmanagement.com IT Risk Managers, Inc. P.O. Box 504, Okemos, MI 48805 Phone: 517-381-9909 ; Fax: 517-381-8699 E-mail: submissions@itriskmanagers.com Website: www.ITRiskmanagers.com Izzo Insurance Services, Inc. 150 S. Bloomingdale Rd., Bloomingdale, IL 60108 Phone: 800-800-1704 ; Fax: 708-452-1777 E-mail: info@izzoinsurance.com Website: www.izzoinsurance.com J.M. Wilson 8036 Moorsbridge Rd., Portage, MI 49024 Phone: 800-282-8113 ; Fax: 269-327-2620 E-mail: cbaldwin@jmwilson.com Website: www.jmwilson.com Jacobs & Associates, Inc. 12782 Prospect Rd., Strongsville, OH 44149 Phone: 440-625-2690 ; Fax: 440-625-2731 E-mail: jim@jacobsnow.com Website: www.jacobsnow.org

INSURANCE James River Insurance Company

6641 W. Broad St., Ste. 300, Richmond, VA 23230 Phone: 804-289-2700 ; Fax: 804-289-2703 E-mail: info@jamesriverins.com Website: www.jamesriverins.com James River underwrites a wide variety of specialty P&C and Professional risks on an E&S basis in all states. PL teams include Medical PL, Allied Healthcare, and non-Medical PL. Visit www. jamesriverins.com to find a JRIC-authorized wholesale broker!

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 53

Professional Liability Directory - Alphabetical Directory of Markets Jimcor Agencies 60 Craig Rd., Montvale, NJ 07645 Phone: 201-573-8200 ; Fax: 201-573-8820 E-mail: jschneider@jimcor.com Website: www.jimcor.com JLT Facilities, Inc. 22 Century Hill Dr., Latham, NY 12110 Phone: 800-998-5545 ; Fax: 518-782-3243 E-mail: jltsubmissions@jltfacilities.com Website: www.jltfacilities.com Jorgensen & Company 42 W. Allendale Ave., Allendale NJ 07401 Phone: 201-447-4400 ; Fax: 201-818-5680 E-mail: rjorgensen@jorgensenandcompany.com Website: www.jorgenseandcompany.com K&B Underwriters, LLC 11800 Sunrise Valley Dr., Ste. 1400, Reston, VA 20191 Phone: 888-760-3194 ; Fax: 703-880-7520 E-mail: info@kbunderwriters.com Website: www.kbunderwriters.com

McGowan, Donnelly & Oberheu, LLC (MDO) The Littlefield Bldg, 106 E. 6th St., Ste. 520 Austin, TX 78701 Phone: 512-600-2280 Ext. 5306 E-mail: ahatch@mdoinsurance.com Website: www.mdoinsurance.com Midlands 3817 NW Expy, Ste. 1000, Oklahoma City, OK 73112 Phone: 800-800-4007 ; Fax: 405-840-5432 E-mail: marketing@midman.com Website: www.midlandsmgt.com

Monarch E&S Insurance Services

2540 Foothill Blvd., Ste. 101, La Crescenta, CA 91214 Phone: 818-249-0100 ; Fax: 818-249-1166 E-mail: wayneb@monarchexcess.com Website: www.monarchexcess.com Monitor Liability Managers 2850 W. Golf Rd., Ste. 800, Rolling Meadows, IL 60008 Phone: 800-446-2100 ; Fax: 847-806-6282 E-mail: contactus@monitorliability.com Website: www.monitorliability.com

K&M Henderson Insurance Services, Inc. 8331 Sierra College Blvd., Ste. 204 Granite Bay, CA 95661 Phone: 916-788-8191 ; Fax: 800-785-7970 E-mail: info@hendersoninsure.com Website: www.hendersoninsure.com

Morstan General Agency of Florida 1835 Banks Rd., Margate, FL 33063 Phone: 954-583-4722 ; Fax: 516-302-8951 E-mail: pwoodard@morstan.com Website: www.morstan.com

Keystone Insurance Services, Inc. P.O. Box 9127, Austin, TX 78766 Phone: 512-257-8000 E-mail: info@mykeystoneins.com Website: www.MyKeystoneIns.com

MSW 12700 Park Central Dr., Ste. 300, Dallas, TX 75251 Phone: 972-934-4251 ; Fax: 972-934-4299 E-mail: SubmitToMSW@marketscout.com Website: www.marketscout.com/msw/

King Insurance Support Systems 31381 Rancho Viejo Rd., Ste. 101 San Juan Capistrano, CA 92675 Phone: 800-488-4096 ; Fax: 949-488-2259 E-mail: Marketing@kinginsuranceca.com Website: www.kinginsuranceca.com

NAS Insurance Services, Inc. 16501 Ventura Blvd., Ste. 200, Encino, CA 91436 Phone: 818-382-2030 ; Fax: 818-382-2040 E-mail: general@nasinsurance.com Website: www.nasinsurance.com

Land Design Insurance Group P.O. Box 219, Timonium, MD 21094 Phone: 877-316-4922 ; Fax: 877-292-7146 E-mail: info@landdesigninsurance.com Website: www.landdesigninsurance.com Lee and Mason 195 Farmington Ave., Ste. 301, Farmington, CT 06032 Phone: 860-677-0500 Ext. 404 ; Fax: 860-677-1227 E-mail: LMPro@leeandmason.com Website: www.leeandmason.com

M.J. Hall & Company, Inc.

P.O. Box 192, Stockton, CA 95201 Phone: 209-948-8108 ; Fax: 209-465-3843 E-mail: mindy@mjhallandcompany.com Website: www.mjhallandcompany.com Manchester Specialty Programs, Inc. 1000 Elm St., Ste. 1900, Manchester, NH 03101 Mktg office: 128 Lakeside Ave, #215, Burlington VT 05401 Phone: 802-472-1500 ; Fax: 603-647-9716 E-mail: wthompson@manchesterspecialty.com Website: www.manchesterspecialty.com

MAXIMUM 222 S. Riverside Plaza, Ste. 2340, Chicago, IL 60606 Phone: 312-559-9348 ; Fax: 312-559-0930 E-mail: joem@maxib.com Website: www.maxib.com

54 INSURANCE JOURNAL-NATIONAL | October 6, 2014

National Association of Professional Agents (NAPA) 8430 Enterprise Cir, #2200, Lakewood Ranch, FL 34202 Phone: 800-593-7657 ; Fax: 800-411-4771 E-mail: info@napa-benefits.org Website: www.napa-benefits.org National Insurance Underwriters 800 Yamato Rd., Boca Raton, FL 33431 Phone: 800-338-2680 Ext. 299 ; Fax: 561-226-1123 E-mail: eandobiz@niuw.com Website: www.niuw.com Negley Associates 103 Eisenhower Pkwy, Ste. 101, Roseland, NJ 07068 Phone: 973-830-8500 ; Fax: 973-830-8585 E-mail: info@jjnegley.com Website: www.jjnegley.com NeitClem Wholesale Insurance Brokerage, Inc. 7442 N Figueroa St., Los Angeles, CA 90041 Phone: 323-258-2600 ; Fax: 323-258-2676 E-mail: jcenteno@neitclem.com Website: www.neitclem.com Networked Insurance Agents 988 McCourtney Rd., Ste. B, Grass Valley, CA 95949 Phone: 800-682-8476 ; Fax: 888-843-2535 E-mail: sales@networkedins.com Website: www.networkedins.com New England Excess Exchange, Ltd. 79 River St., Montpelier, VT 05602 Phone: 800-548-4301 ; Fax: 800-347-4935 E-mail: info@neee.com Website: www.neee.com

NIF Group, Inc. 30 Park Ave., Manhasset, NY 11030 Phone: 516-365-7440 ; Fax: 516-365-7392 E-mail: marketing@nifgroup.com Website: www.nifgroup.com Norman-Spencer Agency, Inc. 8075 Washington Village Dr., Dayton, OH 45458 Phone: 800-543-3248 ; Fax: 937-432-1635 E-mail: briannorman@norman-spencer.com Website: www.norman-spencer.com Norman-Spencer International, Inc. 150 E. 22nd St., Lombard, IL 60148 Phone: 800-842-3653 ; Fax: 630-705-1056 E-mail: gretchen@normanspencer.com Website: www.normanspencer.com Northern Underwriting Managers, Inc. 6090 Strathmoor Dr., Ste. 3, Rockford, IL 61107 Phone: 309-212-5564 ; Fax: 815-399-2753 E-mail: chenderson@niinsurance.com Website: www.northernum.com Number One Insurance Agency 91 Cedar St., Milford, MA 01757 Phone: 800-742-6363 ; Fax: 508-634-2930 E-mail: atobin@massagent.com Website: www.massagent.com OneBeacon Professional Insurance 199 Scott Swamp Rd., Farmington, CT 06032 Phone: 877-701-0171 ; Fax: 866-625-3590 E-mail: OBPIinfo@onebeaconpro.com Website: www.onebeaconpro.com Partners Specialty Group, LLC 100 Tournament Dr., Ste. 214, Horsham, PA 19044 Phone: 484-322-0400 ; Fax: 484-322-0401 E-mail: mcaviston@psgins.com Website: www.psgins.com PBS Insurance Underwriting Corporation 303 Middletown Park Pl., Ste. F, Louisville, KY 40243 Phone: 502-244-1056 ; Fax: 502-254-1056 E-mail: pbs@pbsinsurance.com Website: www.pbsinsurance.com Pennock Insurance, Inc. 2 Christy Dr., Ste. 301, Chadds Ford, PA 19317 Phone: 800-662-5182 ; Fax: 484-631-0816 E-mail: sub@pennockins.com Website: www.pennockins.com

Philadelphia Insurance Companies

One Bala Plaza, Ste. 100, Bala Cynwyd, PA 19004 Phone: 800-873-4552 ; Fax: 610-617-7940 E-mail: phlysales@phlyins.com Website: www.phly.com Philadelphia Insurance Companies, a Member of the Tokio Marine Group, designs, markets, and underwrites commercial property/ casualty and professional liability insurance products incorporating value added coverages and services for select industries.

Pioneer Programs Insurance Solutions, LLC 201 S. Lake Ave., Pasadena, CA 91101 Phone: 626-204-1921 ; Fax: 626-628-3713 E-mail: Ryoung@pioneerprograms.com Website: www.pioneerprograms.com Prime Insurance Company 303 W. Madison St., Ste. 2075, Chicago IL 60606 Phone: 800-257-5590 ; Fax: 877-452-6910 E-mail: RJL@primeis.com Website: www.primeis.com

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Professional Liability Directory - Alphabetical Directory of Markets Professional Governmental Underwriters

9020 Stony Point Pkwy, Ste. 455, Richmond, VA 23235 Phone: 800-586-6502 ; Fax: 804-272-7852 E-mail: ndaly@pgui.com Website: www.pgui.com

Quirk & Company P.O. Box 792030, San Antonio, TX 78279 Phone: 800-299-9421 ; Fax: 210-340-4075 E-mail: rquirk@quirkco.com Website: www.quirkco.com

Professional Insurance Concepts 105 Eisenhower Pkwy, 4th FL, Roseland, NJ 07068 Phone: 973-461-2181 ; Fax: 973-364-9629 E-mail: Donna.Griffin@ProInsConcepts.com Website: www.ProInsConcepts.com

QuoteNBind.com 11845 W Olympic Blvd, Ste. 750, Los Angeles, CA 90064 Phone: 213-293-8402 E-mail: Ulistening@quotenbind.com Website: www.QuoteNBind.com

Professional Liability Ins. Svcs, Inc. Underwriting Facilities

R.E. Chaix & Assoc.

41 Corporate Park, Ste. 310, Irvine, CA 92606 Phone: 949-722-4177 ; Fax: 949-722-4172 E-mail: timc@rechaixinsurance.com Website: www.rechaixinsurance.com

5802 Thunderbird, Bldg 10, Ste. 100 Lago Vista, TX 78645 Phone: 800-761-7547 ; Fax: 512-327-5834 E-mail: underwriting@plisinc.com Website: www.plisinc.com

Professional Program Insurance Brokerage 371 Bel Marin Keys Blvd., Novato, CA 94949 Phone: 415-475-4300 ; Fax: 415-475-4303 E-mail: info@ppibcorp.com Website: www.ppibcorp.com / www.medispa-inc.com / www.tattoo-ins.com Professional Underwriters Agency, Inc. 2803 Butterfield Rd., Ste. 260, Oakbrook, IL 60523 Phone: 630-572-0600 ; Fax: 630-572-0615 E-mail: Sandip@puainc.com Website: www.puainc.com ProLawyer Insurance, LLC P.O. Box 1657, Newtown, PA 18940-0920 Phone: 215-525-3293 ; Fax: 215-394-7010 E-mail: Info@ProLawyerinsurance.com Website: www.ProLawyerInsurance.com Promont Advisors, LLC 1 E. Wacker Dr., Ste. 1920, Chicago, IL 60601 Phone: 312-262-3331 ; Fax: 312-262-63301 E-mail: mniemann@promontadvisors.com Website: www.promontadvisors.com ProSight Specialty Insurance 412 Mt. Kemble Ave., Ste. 300C, Morristown, NJ 07816 Phone: 973-532-1900 ; Fax: 855-200-1158 E-mail: info@prosightspecialty.com Website: www.prosightspecialty.com ProSurance Group, Inc. 2685 Marine Way, Ste. 1408, Mountain View, CA 94043 Phone: 650-428-0818 ; Fax: 650-428-0860 E-mail: financialservices@prosurancegroup.com Website: www.prosurancegroup.com ProWriters 41 Leopard Rd., Ste. 301, Paoli, PA 19301 Phone: 484-321-2335 ; Fax: 484-321-2339 E-mail: info@prowritersins.com Website: www.prowritersins.com

PULIC - Professional Underwriters Liability Insurance Company 1888 Century Park E, Ste. 850, Los Angeles, CA 90067 Phone: 800-537-7362 ; Fax: 866-344-6029 E-mail: info@pulic.com Website: www.pulic.com Quadrant Insurance Managers 501 W. Schrock Rd., Ste. 301, Westerville, OH 43081 Phone: 614-841-1425 ; Fax: 614-841-1426 E-mail: productinfo@quadrant-us.com Website: www.quadrant-us.com Quaker Special Risk - FL MA NJ NY See Website for Addresses Headquarters - Eatontown, NJ 07724 Phone: 800-447-4180 ; Fax: 732-223-9072 E-mail: fwalsh@qsr-insurance.com Website: www.quakerspecialrisk.com

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RLI 9025 N. Lindbergh Dr., Peoria IL 61615 Phone: 309-692-1000 ; Fax: 309-692-1068 E-mail: inquiries@rlicorp.com Website: www.rlicorp.com

RMIS

P.O. Box 5185, Fullerton, CA 92838 Phone: 714-738-1383 ; Fax: 714-992-1069 E-mail: bbailey@rmismga.com Website: www.RMISmga.com Rockhill Insurance Company 700 W. 47th St., Ste. 350, Kansas City, MO 64112 Phone: 816-412-2810 ; Fax: 816-412-7550 E-mail: rparks@rhkc.com Website: www.rhkc.com Rockwood Programs, Inc. 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-558-8808 ; Fax: 302-764-5477 E-mail: darryl.mccallin@rockwoodinsurance.com Website: www.rockwoodinsurance.com Roush Insurance Services, Inc. P.O. Box 1060, Noblesville, IN 46061-1060 Phone: 800-752-8402 ; Fax: 317-776-6891 E-mail: info@roushins.com Website: www.roushins.com RPS Executive Lines 550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: Phone: 312-803-6324 E-mail: executivelines@rpsins.com Website: www.rpsins.com/executivelines

Russell Bond & Co., Inc. 295 Main St., Ste. 866, Buffalo, NY 14203 Phone: 800-333-7226 ; Fax: 800-677-6779 E-mail: Thollederer@RussellBond.com ; AAmbrose@RussellBond.com Website: www.RussellBond.com SASSI - Salon & Spa Specialty Insurance 21 Maple Ave., Bay Shore, NY 11706 Phone: 888-823-9380 ; Fax: 631-666-7646 E-mail: info@brownyard.com Website: www.sassiagency.com Shelly, Middlebrooks & O’Leary, Inc. 725 Peninsular Pl., Jacksonville, FL 32204 Phone: 904-354-7711 ; Fax: 904-355-7611 E-mail: dc.oleary@shellyins.com Website: www.shellyins.com Sierra Specialty 389 Clovis Ave., Ste. 100, Clovis, CA 93612 Phone: 844-8SIERRA ; Fax: 559-256-6950 E-mail: mark@sierraspecialty.com Website: www.sierraspecialty.com Smith, Bell & Thompson, a div of Willis Programs 40 Main St., Ste. 500, Burlington, VT 05401 Phone: 802-658-4600 ; Fax: 802-658-6191 E-mail: willisnhprograms@willis.com Website: www.willisprograms.com Specialty Lines Underwriters 1166 Quail Ct., Ste. 310, Pewaukee, WI 53072 Phone: 262-737-8990 ; Fax: 262-696-4389 E-mail: info@bmgins.com Website: www.specialty-lines.com

Sullivan Brokers Wholesale Insurance Solutions, Inc.

800 W. 6th St., Ste. 1800, Los Angeles, CA 90017 Phone: 800-252-0355 ; Fax: 213-629-3161 E-mail: info@gjs.com Website: www.sbwis.com Sun Coast General Insurance Agency P.O. Box 30750, Laguna Hills, CA 92654-0750 Phone: 949-768-1132 ; Fax: 949-768-0625 E-mail: KChamberlain@SunCoastInsurance.com Website: www.suncoastinsurance.com SWBC Insurance Services P.O. Box 791028, San Antonio, TX 78279 Phone: 210-525-1242 ; Fax: 210-525-0054 E-mail: jlarson@swbc.com Website: www.swbc.com

Swett & Crawford RPS Healthcare

550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: 312-294-5625 ; Fax: 312-922-7563 E-mail: bill_yurek@rpsins.com Website: www.rpsins.com RPS Plus Companies 520 US Highway22, Bridgewater, NJ 08807 Phone: 908-685-7650 E-mail: Frank_Figaro@RPSins.com Website: www.thepluscos.com

RPS Technology & Cyber

204 Cedar St., Cambridge, MD 21613 Phone: 800-336-5659 ; Fax: 410-228-7645 E-mail: techCyber@RPSins.com Website: www.RPSins.com/techcyber

See website for addresses Headquarters - Atlanta, GA 30327 E-mail: info@swett.com Website: www.swett.com Swett & Crawford, the nation’s oldest and best-regarded wholesale intermediary, has 99 years of experience in helping to mitigate the risks of doing business here and around the globe. Headquartered in Atlanta, Georgia, the blended strength of Swett & Crawford and Cooper Gay, with a combined $4.3 billion in premiums, delivers the world’s largest global wholesale brokerage and reinsurance organization with more than 1400 insurance professionals in 63 offices on four continents.

TAPCO Underwriters, Inc. 3060 S. Church St., Burlington, NC 27216 Phone: 800-334-5579 ; Fax: 336-584-8880 E-mail: Jhenderson@GoTAPCO.com Website: www.GoTAPCO.com

October 6, 2014 | INSURANCE JOURNAL-NATIONAL 55

Professional Liability Directory - Alphabetical Directory of Markets Target Insurance Services 10 Tower Lane, Avon, CT 06001 Phone: 888-888-1613 ; Fax: 860-284-1113 E-mail: info@target-capital.com Website: www.target-capital.com

U.S. Brokers Network, Inc.

1832 Woodmoor Dr., Ste. 101, Monument, CO 80132 Phone: 719-488-5502 E-mail: submissions@usbrokersnetwork.com Website: www.usbrokersnetwork.com

Target Professional Programs (Formerly 5Star Professional) 1230 E. Diehl Rd., Ste. 350, Naperville, IL 60563 Phone: 312-855-2042 ; Fax: 866-720-5003 E-mail: Kevin.ottley@TargetProIns.com Website: www.TargetProIns.com Tejas American General Agency 1620 La Jaita Dr., Ste. 300, Cedar Park, TX 78613 Phone: 888-999-8242 ; Fax: 512-342-2803 E-mail: submissions@taga1.com Website: www.taga1.com Tennant Risk Services 124 LaSalle Rd., West Hartford, CT 06107 Phone: 860-519-1301 ; Fax: 860-216-5845 E-mail: info@tennant.com Website: www.tennant.com

The Hanover Insurance Group 440 Lincoln St. Worcester, MA 01653 Phone: 508-855-1000 Website: www.hanover.com The Mechanic Group, Inc. One Blue Hill Plaza, Ste. 530, Pearl River, NY 10965 Phone: 845-735-0700 ; Fax: 845-735-8383 E-mail: mkatz@mechanicgroup.com Website: www.mechanicgroup.com

Western Surplus Lines Agency, Inc. P.O Box 6609, Abilene, TX 79608 Phone: 800-592-4408 ; Fax: 325-695-0371 E-mail: fpeck@westernsurplus.com, croeder@westernsurplus.com Website: www.westernsurplus.com

Western World Insurance Group

U.S. E&O Brokers

820 Gessner Rd., Ste.1360, Houston, TX 77024 Phone: 800-460-6424 ; Fax: 713-984-1152 E-mail: insurance@useo.com or John Marrow - john@useo.com Website: www.useo.com US E&O Brokers specializes in writing E&O policies for Insurance Agents & Brokers nationwide including retail, wholesale, MGAs MGUs, Aggregators, Program Admins, TPA’s as well as Insurance Co’s. Package policies available for numerous Professional Classes. US E&O Brokers, 20 years old & access to over 30 major E&O Markets which are all “A” rated. Excellent Coverage, Competitive Pricing plus Friendly and Efficient Service.

400 Parson’s Pond Dr., Franklin Lakes, NJ 07417 Phone: 201-847-8600 ; Fax: 201-847-1010 E-mail: marketing@westernworld.com Website: www.westernworld.com Worldwide Facilities, Inc. - All Offices See Website for Addresses Headquarters - Los Angeles, CA 90017 Phone: 213-236-4500 ; Fax: 213-244-9655 E-mail: info@wwfi.com Website: www.wwfi.com

U.S. Risk Insurance Group 8401 N. Central Expy, Ste. 1000, Dallas, TX 75225 Phone: 800-232-5830 ; Fax: 214-265-4976 E-mail: monte@usrisk.com Website: www.usrisk.com Ultra Risk Advisors 400 112th Ave. NE, Ste. 325, Bellevue, WA 98004 Phone: 425-450-1090 ; Fax: 425-450-1026 E-mail: info@ultrariskadvisors.com Website: www.ultrariskadvisors.com

TitlePac, Inc. 201 Eastpointe Dr., Muskogee, OK 74403 Phone: 800-331-9759 ; Fax: 918-683-6842 E-mail: underwriting@titlepac.com Website: www.titlepac.com

USG Insurance Services, Inc. 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: kskender@usgins.com Website: www.usgins.com

Topa Insurance Company 1800 Ave. of the Stars, 12th Fl, Los Angeles, CA 90067 Phone: 800-949-6505 ; Fax: 310-843-9409 E-mail: gheatherington@topa-ins.com Website: www.topains.com

USX/S 6929 W. 130th St., Ste. 100, Cleveland, OH 44130 Phone: 800-574-8797 ; Fax: 440-888-7380 E-mail: brokers@usxs.net Website: www.USXS.net Victor O. Schinnerer & Co. Two Wisconsin Cir., Chevy Chase, MD 20815 Phone: 301-961-9800 ; Fax: 301-951-5444 E-mail: vos.info@schinnerer.com Website: www.schinnerer.com/programs

Travelers

385 Washington St., St. Paul, MN 55102 Phone: 800-328-2189 E-mail: LGENECKI@travelers.com Website: www.travelers.com/1stchoice

TuscanoPro P.O.Box 1027, Greensburg, PA 15601 Phone: 800-442-8063 E-mail: info@tuscano.com Website: www.tuscanopro.com

56 INSURANCE JOURNAL-NATIONAL | October 6, 2014

W. Brown & Associates Property & Casualty Insurance Services 19000 MacArthur Blvd., Ste 700, Irvine, CA 92612 Phone: 949-851-2060 ; Fax: 949-428-1298 E-mail: jdelvecchio@wbais.com Website: www.wbais.com Western Security Surplus Insurance Brokers, Inc. 595 E. Colorado Blvd., Ste. 810, Pasadena, CA 91101 Phone: 626-584-0110 Fax: 626-584-0144 Website: www.wssib.com Western Special Risks, Inc. 9059 W. Lake Pleasant Pkwy, Ste. 340, Peoria, AZ 85382 Phone: 888-317-5575 ; Fax: 623-977-4622 E-mail: rwilliams@westernspecialrisks.com Website: www.westernspecialrisks.com

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IDEA EXCHANGE

International Insider Knowing Clean Technology Customers

I

n the next 10 years, the clean technology market is expected to increase by more than 60 percent to nearly $400 billion worldwide, according to Clean Edge’s Clean Energy Trends 2014 Report — creating an enormous selling opportunity for agents and brokers who

By Kathleen Ellis understand the risks faced by this industry.

Although clean technology companies are diverse and operate across many industries including manufacturing, hardware, software, life sciences and Amy Ingram

and power, all are focused on creating energy efficiency, optimizing natural resources or deriving power from renewable sources.

According to a recent Chubb Clean Tech Industry Survey, three out of four of these companies operate internationally. Many seek funding globally, rely on international supply chains, utilize contract manufacturing and offer their products and services worldwide. As

Wildfires damage property.

a result, global risk exposure and management — from securing complex supply chains to executive and employee travel risk continued on page 58

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COREL16596.indd 1 www.insurancejournal.com

corelogic.com 9/5/14 11:02 AM

October 6, 2014 INSURANCE JOURNAL-NATIONAL | 57

IDEA EXCHANGE

International Insider continued from page 57 — should be a priority business issue that hurricanes to port strikes and civil unrest, agents and brokers proactively discuss with global risks can shut down suppliers for their clean technology customers. months, destroy the company’s facilities, Executives in the clean technology indusendanger employees who are traveling try are often innovators. They are accusabroad on business and threaten the finantomed to the risks and constant changes cial stability of a company. inherent in their business. However, in their pursuit to develop technology, secure Talking Supply Chain funding and increase sales, they may miss In June 2013, devastating floods hit parts the global risks that could threaten the viaof India and Nepal. The flood resulted in bility of their business. thousands of deaths and left buildings and Fifty-nine percent of clean technology infrastructure in ruins. Earlier this summer, companies in the Chubb a 6.5-magnitude earthsurvey do not have a busi- 59% of clean technology quake off the coast of ness recovery plan, which companies responding northern Japan conjured could be key to their of the 2011 to the Chubb survey do memories long-term survival.

Tohoku earthquake and For U.S. clean technol- not have an up-to-date tsunami. Crises of this ogy companies with glob- business recovery plan. scale remind us of our al operations, catastrophincreasing vulnerability ic incidents can have profound, immediate to natural catastrophes and the myriad and sometimes long-term consequences on risks posed to global businesses. business operations. From tornadoes and Forty percent of clean technology compa-

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nies depend on foreign businesses for their supply chain, yet according to the Chubb survey, only one-in-four companies is very concerned about supply chain stability.

When speaking to clean tech customers, think about what is putting stress on their supply chains and how those stress factors can have different implications for these companies depending on the life stage they are in. Clean technology customers may be start-ups or commercialized companies, but regardless all may have some international presence.

Clean technology businesses with a large global footprint may have a more sophisticated supply chain and have an established business continuity plan, but many such companies remain vulnerable due to a lack of continued management of that plan.

Business continuity plans that are relegated to a binder on a shelf quickly become out-of-date. Plans need to be regularly tested and updated to properly respond to supply chain failure. Alternatively, a startup may lack basic supply chain best practices, such as securing back-up suppliers in different regions and conducting end-to-end supply chain assessments.

Emerging Markets Additionally, there is a strong chance that many of these companies — regardless of the company’s life stage — may have suppliers in emerging markets like China and India, where facility standards and infrastructure may be deficient. This can increase a company’s vulnerability to delays caused by fire, theft or more complex issues such as terrorism and natural catastrophes.

Clean tech companies may be unaware of how vulnerable their supply chain is, let alone how exposed their supplier’s supply chain might be. But a clean tech firm with a strong, well-tested business recovery plan and responsive insurance protection may successfully survive a disaster. For example, a clean tech company may obtain a key component from a single location—a red flag that indicates potential trouble if a fire occurs at that manufacturing facility.

Earlier this year a Canadian solar panel www.insurancejournal.com

IDEA EXCHANGE

chaotic and result in the grounding of aircompany experienced a non-fatal fire at planes and the closing of borders. its manufacturing plant in Suzhou, China.

Traveling employees also may be exposed Such an incident could cause lengthy delays to local endemic diseases. With many manin the shipment of critical components ufacturing facilities and businesses located from China to Canada. But a well- thoughtoutside of urban areas, an employee may out business recovery plan will have identibecome sick or injured in a remote, rural fied a second source for the component. area that lacks proper medical resources.

A global property and business income When talking to insurance policy can further clean technology cusstrengthen supply chain Sending employees tomers, consider asking management by providing a abroad for business four key questions to financial cushion for loss of determine if they are income and extra expenses is inevitable for clean if operations are halted due technology companies proactively managing their travel risk: to property damage from that are expanding Do they have an incident natural catastrophes or globally. response plan? other causes.

Do they educate their employees on the counTalking Employee Welltry-specific hazards prior to travel?

Being Are they limiting the number of key employees Despite the fact that the majority of clean who are traveling together on a plane? tech companies have a global presence, Are they aware of where their employees are Chubb’s survey noted that 57 percent of at all times and the potential threats they may respondents were not concerned about encounter in their travels? global protection for employees while they From an insurance perspective, U.S. are traveling on business. workers’ compensation policies do not Sending employees abroad for business is usually respond to work-related injuries or inevitable for clean technology companies that are expanding globally and for those with a well-established international presence.

According to the Global Business Travel Association, U.S. business travel spending is expected to hit nearly $290 billion in 2014 and increase 7.6 percent in 2015. Many clean technology employees may find themselves traveling to emerging markets such as Brazil, India and China — all of which fall into the top 20 high-risk areas for health and security concerns.

The reality is that wherever they may go, employees are more vulnerable while traveling. Everyday activities when traveling are more susceptible to danger, and, in the event of a medical emergency, an employee may be rendered unconscious or debilitated and unable to seek quality medical assistance.

Further exacerbating employee travel risks are events such as political unrest or natural catastrophes, which often can be www.insurancejournal.com

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even illness when employees are outside of the country. Therefore, customers in the clean technology sector may want to consider the purchase of foreign voluntary workers’ compensation and repatriation insurance. This can help protect employees by paying for travel expenses for emergency medical treatment and evacuation and for bodily injury from accidents and diseases.

As an agent and broker, you can help your clean technology customers build a global insurance program that will better ensure they meet local insurance requirements and have a strong business continuity plan in place to help protect their employees, facilities and supply chains.

Educating your customers on evolving global risks — whether a catastrophic tsunami or unpredictable foreign travel mishaps — will help prepare them to manage their global risk exposure and help put them on a path to continued success.

Ellis is multinational solutions manager at the Chubb Group of Insurance Co. and can be reached at Kellis@chubb.com. Ingram, the worldwide clean technology manager at the Chubb Group of Insurance Co. can be reached at Aingram@chubb.com.

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NATIONAL COVERAGE

MyNewMarkets Business & Commercial Mexico Auto Insurance - MexiPass MxBA program for Mexico Market Detail: MexiPass International Insurance (www.mexipass.com) program allows agents to rate and bind coverage for business autos, commercial vehicles (trucks, tractors and trailers) and non-public passenger vans and buses directly from the office.

Underwritten by AIG-Mexico, the policy conditions provide U.S. coverage standards, with liability limits up to $1 million CSL and physical damage for units valued up to $100,000. This program is used extensively for any U.S. registered vehicles owned by American entities when driven into Mexico, including any non-profits, institutional or governmental vehicles.

Available limits: As needed Carrier: AIG – Mexico States: All states Contact: Customer service at 800-639-4727

Farm & Ranch Owners Market Detail: Allen Financial Insurance/The Equestrian Group coverage for farm and ranch owners includes (www.eqgroup.com) auto commercial-standard; auto commercial-standard physical damage; boiler & machinery; business interruption; care/custody/control; commercial excess; earthquake; fire; flood; herbicide & pesticide; homeowners package; horse mortality; inland marine; livestock/animal mortality; nonowned & hired auto; products liability; uninsured motorists; and watercraft liability.

Available limits: As needed Carrier: Unable to disclose, non-admitted available States: All states Contact: Brent Allen at 800-874-9191 or e-mail: ballen@eqgroup.com

HealthPAC Market Detail: Citadel Insurance Services’ (www.citadelus. com) HealthPAC Medsurance is an insurance product specifically designed to meet the needs of assisted living facilities, independent living facilities and other long term care (LTC) providers. Most individuals and businesses operating in the LTC environment are suitable for the program. Additionally, CareSurance is a liability insurance program specifically designed for skilled nursing and long term care (LTC) facilities. The CareSurance program can work with a full spectrum of LTC providers, from single facilities to large national chains.

Available limits: Minimum $250, maximum $10 million Carrier: CFC States: All states Contact: David Johnson at 877-247-4468 or ® e-mail: djohnson@citadelus.com

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Boat and Personal Watercraft Insurance Market Detail: Foremost’s (www.foremost.com) boat policy includes a range of standard and optional coverages including: agreed loss or actual cash value settlement options (some restrictions apply); towing and assistance covers breakdowns while on the water and if the trailer is disabled; coverage for personal property that protects wearing apparel, sports and fishing equipment, GPS and fish finders, and other personal property while on board or being carried on or off the vessel; medical payments coverage for insureds and their guests while in, upon, boarding or leaving the boat, and also covers individuals being pulled on water skis, wake boards or tubes; uninsured watercraft coverage; physical damage cov-

8/21/14 9:55 AM

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erage; high liability limits; coverage to recover and protect the boat from further damage; personal property and trailer coverage up to $99,999; total loss settlement option for newer boats; wreck removal and limited pollution coverage; and liability only policy.

Available limits: As needed Carrier: Unable to disclose States: All states Contact: Foremost Agency Services at 800-237-6136 or e-mail: agency_services@foremost.com

Special Events Market Detail: Direct Event Insurance (www.directeventinsurance.com) special events coverage includes: CGL; event cancellation; hole-in-one; liquor liability; nonowned & hired auto; prize indemnification; trade shows & festivals; and weather.

Available limits: As needed Carrier: Helios Insurance Group States: All states Contact: Direct Event Insurance at 800-481-7950 or e-mail: support@ directeventinsurance.com

Coastal Condominium Program Market Detail: Core Programs (www.core-programs.com) coverage targets the following classifications: condominium complexes, co-ops, homeowners associations, commercial condominiums, and planned unit developments (PUDs). Coverage includes: property excluding wind, general liability, crime, hired and non-owned autoIJ Get Big mobile. Property with limits up to $40 million (amount subject).

Special form excluding wind, agreed amount, replacement cost available. Deductibles starting at $2,500. Equipment breakdown available and ordinance or law coverages can be provided. Extended replacement cost protection endorsement also available.

General liability limits of $1 million/$2 million and $2 million/$4 million limits are available with no deductible. Hired and non-owned automobile, employee benefits liability and stop gap available. Crime coverage includes employee dishonesty and money and securities that are provided under the property broadening form. Those limits can be increased to a maximum of $250,000. Property broadening form includes coverages tailored specifically for this class of business, including: back up of sewers and drains; money and securities; employee dishonesty; increased cost of construction; newly acquired or constructed property; debris removal; fire extinguisher/suppression recharge; outdoor signs; outdoor property; underground irrigation system; fine arts;

electronic data; and fire department service charge.

Available Limits: As needed Carriers: Unable to disclose, non-admitted States: Ala., Fla., Ga., La., Miss., N.C., S.C., and Texas Contact: Laura Acquadro at 973-946-5085 or e-mail: lacquadro@ core-programs.com

Workers’ Comp - California - Tier ‘C’ & ‘D’ Alternative Market Detail: Midwestern Insurance Alliance (www.mwiainsurance.com) is a local California general agency dealing with an “A” rated insurance company for mid-size and smaller risks.

Specifications include: no new ventures (must provide at least two full years of loss runs) and no lapses within the last 12 months.

Eligible classes include most all contractors, construction, transportation, waste management, building and property management.

Preferred risks are between $10,000 and $125,000 of premium.

Experience mod’s up to 1.50 Available limits: As needed Carrier: Praetorian Insurance Co. States: Calif. Only Contact: Robert Etzler at 619-450-1712 or e-mail: retzler@mwiainsurance.com

Home Healthcare Providers Market Detail: U.S. Risk Insurance Group’s (www.usrisk.com) HealthcarePros team offers a nationwide program offers professional quarter pg.pdf 1 9/18/14 12:41 PM continued on page 64

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continued from page 61 and general liability for home healthcare accounts. Coverage highlights: minimum premium’s starting at $1,000; minimum deductibles starting at $1,000; claims made (prior acts available); hired and non-owned auto available; sexual abuse/molestation coverage available; and incident sensitive policy form.

Available limits: As needed Carrier: Unable to disclose, admitted/non-admitted available States: All states except D.C. Contact: Quinton Goss at 214-265-4964 or e-mail: quinton.goss@ usrisk.com

Hazard Insurance Tracking Solutions Market Detail: Proctor Financial Inc. (PFI) (www.pfic.com) offers broad insurance coverage and a comprehensive hazard insurance tracking solutions for lender placed insurance products program. These hazard insurance tracking services provide a technology-enabled workflow process for clients who purchase PFI insurance products. PFI’s hazard insurance tracking solutions for lender placed insurance products service includes: mail processing/imaging services, insurance line updating, borrower care center and e-client portal IIM. Additional services are available based on specific servicers’ business objectives.

Available limits: As needed Carrier: Various, non-admitted States: All states Contact: Diane Whipple at 248-824-1464 or e-mail: dwhipple@ pfic.com

64 | INSURANCE JOURNAL-NATIONAL October 6, 2014

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Support for City of Hope by the National Insurance Industry Council has been tremendous over the years, and this year is no exception. We are grateful for every contribution, as your generosity helps City of Hope transform the future of health. We extend our sincere thanks to every company that contributed to this year’s fundraising efforts, which raised a record-breaking total of over $2.7 million!

Heroes for Hope $50,000 AmWINS Steve DeCarlo

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To learn how you can get involved, please visit www.cityofhope.org/niic.

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Advertisers Index Readers, browse, contact, or do product searches on any of our full page advertisers at: www.insurancejournal.com/adshowcase/ Abram Interstate www.abraminterstate.com ACE Insurance www.acelimited.com Agency Ideas www.agencyideas.com Anderson & Murison, Inc. www.andersonmurison.com Applied Underwriters www.applieduw.com Century National www.cnico.com Chubb Corporate www.chubb.com City of Hope www.cityofhope.org CoreLogic www.corelogic.com EMC Insurance www.emcins.com Frenkel & Company www.cosmeticinsurance.com Golden Bear Insurance Company www.goldenbear.com Gorst & Compass Insurance www.gorstcompass.com Great American Insurance Group www.GreatAmericanInsurance.com Hagerty Insurance www.hagertyagent.com M.J. Hall & Company, Inc. www.mjhallandcompany.com

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Closing Quote An Average Perspective on Insurance Profitability Cycles

The second chart depicts the data as an index, using the overall average as the base value. The average ROE from 1975-2014 is about 9.3 percent.

Return-on-Equity Data Shown as an Index .

Return-on-Equity Data Shown as an Index

Source: Insurance Information Institute

D

By Jessica Weinkle

r. Robert Hartwig, president of the Insurance Information Institute (III), is well known for his plentiful data on the insurance industry and chartist presentation style. His identification and aggregation of data is quite commendable.

On several occasions, I have come across Dr. Hartwig’s chart on Property/Casualty Insurance Profitability (See above). The image shows annual first quarter return-on-equity (ROE) for the property/casualty industry from 1975 onward. Arrows overlaying the data demarcate an approximate 10-year period between points of peak profitability.

I don’t find the suggested decadal cycle of P/C industry profitability all that convincing. However, I do think the data is interesting.

I’ve extracted the data from Dr. Hartwig’s “P/C Insurance Profitability” chart above and created the two charts below. The first chart shows the five-year moving average of the data.

Return-on-Equity as a Five-Year Moving Average

Note: The heavy line is not a trend, it serves only to better identify the average.

Both charts suggest a general downward trend in profitability from what were, evidently, the heydays of the late 1970s. Since the early 1990s profitability has remained fairly stable and varied by about 50 percent above or below average. The notable outlier during this time period is 2001.

Why has the ROE remained fairly stable since the early 1990s as compared to the previous 15 years?

One possible reason concerns the influence of risk modeling on the industry. Risk models such as, catastrophe models, were rapidly and widely adopted into risk decision-making in the early ‘90s. The models provide a means to control industry wide perception of a given risk.

Risk measures are variable but only within a certain range predetermined by industry dominant vendors. When the industry loses or gains too much, new model versions offer a scientifically valid means for the industry to alter its perspective on a risk thereby maintaining generally consistent profitability. If the models really do help explain the observed ROE data, then assuming the industry’s model-happy status quo, little reason exists to expect much to change.

So, while Dr. Hartwig suggests the next P/C insurance profitability peak will arrive in 2016-2017, his data (and perhaps some context) also suggests the peak will likely be about average.

Weinkle is a postdoctoral researcher in the Center for Science and Technology Policy Research at the University of Colorado-Boulder and with ICAT Managers, Lloyd’s Syndicate 4242. Her work focuses on the interface of science, insurance and public policy. Email: jessica. weinkle@colorado.edu.

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