Insurance Journal West 2016-10-03

WEST REGION Drug Dispensing in Calif. Comp Self-Driving Car Engineer Degree Implications of Autonomous Rollout

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Contents October 3, 2016 • Vol. 94 No. 19 • West

West

National 10 Peer-to-Peer Insurer Lemonade Opens for Business

W1 Autonomous Vehicles Involved in Arizona Crashes

12 NFIP Buys Private Reinsurance, Plans More in 2017

W8 Report Details Drug Dispensing in California Workers’ Comp W8 California School Creates Degree for Self-Driving Car Engineers

20 Why Businesses Don’t Invest in Cyber Security: RAND Study

W1 AUTONOMOUS VEHICLES

Idea Exchange W2 Legal Autonomy: Insurance Implications of Autonomous Vehicle Rollout

INVOLVED IN ARIZONA CRASHES

22 Spotlight: 6 Things to Consider When Insuring Restaurants & Bars 24 P/C Direct Premium Written Up 4.3 Percent: Demotech

10

PEER-TO-PEER INSURANCE IS HERE: LEMONADE OPENS FOR BUSINESS

34 The Competitive Advantage: Chris Burand 54 14 Ways to Sabotage Your Sales Career 56 Microbeads: Bad for You, Bad for the Environment 58 Closing Quote: In the Midst of a Cyber Bubble

26 Special Report: Best Agencies to Work For 2016

27 Overall Best Agency to Work For: BKS Partners Inc.

28 GOLD Best Agency to Work For – East Cleary Insurance

29 GOLD Best Agency to Work For – West Eaton-Provident Group

30 GOLD Best Agency to Work For – Midwest

DSP Insurance Services

Capitol City Insurance

Peel & Holland

31 GOLD Best Agency to Work For – South Central

32 GOLD Best Agency to Work For – Southeast

12

NATIONAL FLOOD INSURANCE PROGRAM BUYS PRIVATE REINSURANCE, PLANS MORE IN 2017

36 2016 Professional Liability Directory

Departments W4 People

14 Declarations

14 Figures 15 Business Moves 18 MyNewMarkets 6 | INSURANCE JOURNAL | WEST OCTOBER 3, 2016

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OPENING NOTE

Write the Editor: awells@insurancejournal.com

Medical Marijuana and Opioid Crashes

T Publisher Mark Wells mwells@wellsmedia.com

EDITORIAL

SALES

Editor-in-Chief Andrea Wells awells@insurancejournal.com

Sales Manager Lauren Knapp (800) 897-9965 X161 lknapp@insurancejournal.com

East Editor Young Ha yha@insurancejournal.com

West Sales Dena Kaplan (800) 897-9965 X115 dkaplan@insurancejournal.com

Southeast Editor/MyNewMarkets Amy O’Connor aoconnor@insurancejournal.com

Romeo Valdez (800) 897-9965 X172 rvaldez@insurancejournal.com

Chief Content Officer Andrew Simpson asimpson@insurancejournal.com

South Central Editor/ Midwest Editor Stephanie K. Jones sjones@insurancejournal.com West Editor Don Jergler djergler@insurancejournal.com International Editor L.S. Howard lhoward@insurancejournal.com Columnists Chris Burand

Chief Marketing Officer Julie Tinney (800) 897-9965 X148 jtinney@insurancejournal.com

South Central Sales Mindy Trammell (800) 897-9965 X149 mtrammell@insurancejournal.com Southeast and East Sales (except for NY, PA and CT) Howard Simkin (800) 897-9965 X162 hsimkin@insurancejournal.com Midwest Sales Lisa Whalen (800) 897-9965 X180 lwhalen@insurancejournal.com East Sales (NY, PA and CT only) Dave Molchan (800) 897-9965 X145 dmolchan@insurancejournal.com

Contributing Writers Advertising Coordinator Tom Barrett, John Graham, Douglas Erin Burns (619) 584-1100 X120 Powell, Noah Skillin eburns@insurancejournal.com IJ ACADEMY OF INSURANCE V.P. of Education Chris Boggs cboggs@ijacademy.com Online Training Coordinator Barbara Whiffen bwhiffen@ijacademy.com

Insurance Markets Manager Kristine Honey (619) 584-1100 X132 khoney@insurancejournal.com Social Media Manager Ly Short (619) 890-7735 Lshort@insurancejournal.com

Chief Financial Officer Mark Wooster mwooster@wellsmedia.com

Classifieds, Jobs, Agencies Wanted/For Sale Sr. Sales & Marketing Coordinator Kelly De La Mora (800) 897-9965 X125 kdelamora@insurancejournal.com

MARKETING

DESIGN/WEB

ADMINISTRATION

Marketing Director Derence Walk dwalk@insurancejournal.com Marketing Administrator Gayle Wells gwells@insurancejournal.com

NEW MEDIA

Chief Technology Officer/ Chief Innovation Officer Joshua Carlson jcarlson@insurancejournal.com V.P. of Design Guy Boccia gboccia@insurancejournal.com

New Media Producer Bobbie Dodge bdodge@insurancejournal.com

Senior Web Developer Chris Thompson cthompson@insurancejournal.com

Videographer/Editor Ashley Waldrop awaldrop@insurancejournal.com

Web Developer Jeff Cardrant jcardrant@insurancejournal.com

CIRCULATION

Web Developer Tim Layer tlayer@wellsmedia.com

Circulation Manager Elizabeth Duffy eduffy@wellsmedia.com

here have been fewer drivers killed in car crashes who tested positive for opioids in states with medical marijuana laws than there were before the laws went into effect, according to a new study.

The study, conducted at Columbia University’s Mailman School of Public Health, is one of the first to assess the link between state medical marijuana laws and opioid use at the individual level. Findings will be published online in the American Journal of Public Health.

Researchers analyzed 1999-2013 Fatality Analysis Reporting System data from 18 U.S. states that tested for alcohol and other drugs in at least 80 percent of drivers who died within one hour of crashing. They looked at opioid positivity among drivers ages 21 to 40 who crashed their cars in states with an operational medical marijuana law compared with drivers crashing in states before those laws went into effect. There was an overall reduction in opioid positivity for most states after implementation of an operational medical marijuana law.

“We would expect the adverse consequences of opioid use to decrease over time in states where medical marijuana use is legal, as individuals substitute marijuana for opioids in the treatment of severe or chronic pain,” explained June H. Kim, MPhil, a doctoral student in the Department of Epidemiology at the Mailman School of Public Health, and lead author.

Among the 68,394 deceased drivers, approximately 42 percent were fatally injured in states that had an operational medical marijuana laws, 25 percent died in states before an operational law went into effect, and 33 percent died in states that had never passed a medical marijuana law.

In 1996, California was the first state to pass a voter-initiated medical marijuana law. Since then, 22 additional states and the District of Columbia have enacted their own medical marijuana laws either by voter initiatives or through state legislation.

FOR QUESTIONS “This study is about the possible substiREGARDING SUBSCRIPTIONS: Call: 855-814-9547 tution relationship between marijuana and Outside the U.S., call 847-400-5951 or you may subscribe or change your address online at: opioids,” said Guohua Li, MD, DrPH, Mailman insurancejournal.com/subscribe School professor of Epidemiology, and senior Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semi-monthly by Wells Media author.

Group, Inc., 3570 Camino del Rio North, Suite 200, San Diego, CA 92108-1747. Periodicals Postage Paid at San Diego, CA and at additional mailing offices. SUBSCRIPTION RATES: $7.95 per copy, $12.95 “As states with these laws move toward per special issue copy, $195 per year in the U.S., $295 per year all other countries. DISCLAIMER: While the information in this publegalizing marijuana more broadly for recrelication is derived from sources believed reliable and is subject to reasonable care in preparation and editing, it is not intended ational purposes, future studies are needed to be legal, accounting, tax, technical or other professional advice. Readers are advised to consult competent professionals for application to their particular situation. Copyright 2016 Wells to assess the impact these laws may have on Media Group, Inc. All Rights Reserved. Content may not be photocopied, reproduced or redistributed without written permission. opioid use,” noted Kim. Insurance Journal is a publication of Wells Media Group, Inc.

‘As states with these laws move toward legalizing marijuana more broadly for recreational purposes, future studies are needed to assess the impact these laws may have on opioid use.’

Andrea Wells Editor-in-Chief

8 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

POSTMASTER: Send change of address form to Insurance Journal, Circulation Department, PO Box 708, Northbrook, IL 60065-9967 ARTICLE REPRINTS: For reprints of articles in this issue, contact: Kelly De La Mora at 1-800-897-9965 ext. 125 or kdelamora@wellsmedia.com Visit insurancejournal.com/reprints/ for more information.

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National

Peer-to-Peer Insurance Is Here: Lemonade Opens for Business

P

eer-to-peer insurance startup Lemonade is open for business in New York, nine months after the startup’s debut and initial venture funding announcement.

The New York-based company, which its founders promise will reinvent the insurance business model and make insurance a “delightful” experience for consumers, is now selling homeowners policies in the Empire State beginning at $35 per month, and renters coverage that starts at $5 per month.

Lemonade says users can buy the coverages instantly, from any mobile device, quickening a process that otherwise may take days or weeks.

New York is the first state in which Lemonade is approved to conduct business. While the firm plans to expand, when that may happen remains unclear. A spokesperson responding via email noted an “expansive vision” that will include “expanding both geographically and in

terms of lines of business in due course.”

Lemonade attracted $13 million in seed funding from outfits including California’s Sequoia Capital and Aleph, a venture capital firm that typically partners with Israeli entrepreneurs.

Entrepreneurs Daniel Schreiber and Shai Wininger (also company president) co-founded Lemonade. They’ve attracted veteran insurance executives from AIG and ACE for Lemonade’s executive team.

Among them: Lemonade Chief Insurance Officer Ty Sagalow, a veteran executive from American International Group.

Everest Re, Hiscox, Lloyd’s of London, XL Catlin and Berkshire Hathaway’s National Indemnity are among Lemonade’s global reinsurance partners.

Lemonade bills itself as a game-changing high-tech P2P insurance carrier that will upend how insurance is sold and make the process of buying it much nicer and easier for consumers. Its founders believe the current insurance system is “antagonistic”

10 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

and “annoying” — as its own behavioral scientist claims in a promotional video.

The name for the company captures the idea of turning what the founders believe consumers feel is a “lemon” of an experience into “lemonade.”

“Most Americans view insurance as a necessary evil rather than a social good, and that’s something we’d like to change,” Schreiber said in the capital raising announcement.

The founders contend that traditional insurers place growth ahead of customers’ interests whereas the affinity or peer-topeer model places customers first and promises to reduce fraud and other operating costs as a result.

“The downward spiral is easy to chart but hard to reverse: growth quashes affinity, alienation fosters fraud, and heavy-handed claims adjusters replace trust. Before you know it, premiums go up, while getting paid becomes a nightmare. In

continued on page 53

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NATIONAL | News & Markets

National Flood Insurance Program Buys Private Reinsurance, Plans More in 2017

T

he federal government has contracted with private reinsurers to improve the National Flood Insurance Program’s claims paying ability and reduce the need for the NFIP to borrow from the U.S. Treasury to cover future claims.

The Federal Emergency Management Agency (FEMA), which oversees the flood program, said it is transferring $1 million in NFIP risk to private reinsurers.

FEMA said it entered into reinsurance agreements, effective Sept. 19, 2016 through March 19, 2017, with Transatlantic Reinsurance Co., Swiss Re America Corp., and Munich Reinsurance America Inc. FEMA contracted with Guy Carpenter and Co., a subsidiary of Marsh & McLennan, for brokerage assistance in securing the reinsurance agreements.

The catastrophe property excess of loss reinsurance agreement contains two coverage layers. Under the first layer, the reinsurers agree to indemnify FEMA $1 million for flood claim losses that exceed $5 million. Under the second layer, the reinsurers agreed to indemnify FEMA $1 million for flood claim losses when the total flood losses from a single event exceeds $5.5 billion. Each reinsurer agrees to assume 33 1/3 percent of the total coverage secured under the arrangement, said FEMA. The agency said it is taking measured steps to create a reinsurance program and acknowledges that this first risk transfer amount is “small in comparison to the losses incurred from recent catastrophic events.”

The NFIP currently owes the Treasury $23 billion. Claims of $16.3 billion from Hurricane Katrina and $8.3 billion from

12 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

Hurricane Sandy have contributed to this debt.

For the early January 2017 program, FEMA said it is still determining the amount of risk it will transfer to reinsurers but that the purchase will be larger than the initial amount of $1 million.

“While the early January program will reduce NFIP’s overall risk, the NFIP will continue to bear the majority of its risk. It will take many years to build up a reinsurance program in which the reinsurance markets bear a significant portion of the NFIP risk,” the agency said on its web site.

The Biggert-Waters Flood Insurance Reform Act of 2012 and the Homeowner Flood Insurance Affordability Act of 2014 authorized FEMA to secure reinsurance from the private reinsurance and capital markets.

FEMA previously was limited to only using flood insurance premiums, available surplus, and borrowing capacity from the U.S. Treasury to pay claims.

A number of states have reinsurance programs including Florida (Citizens

Property Insurance), California (California Earthquake Authority) and Texas (Texas Windstorm Insurance Association).

“This program with FEMA is an important first step and reflects the priority to mitigate the impact of natural disasters by building resilient communities and helping Americans recover when damage occurs,” said Tim Brickett, strategic product manager with Munich Re US, one of the reinsurers on the program, in a release.

Brickett noted that his company is already active in the private flood insurance market, having launched a personal lines Inland Flood Insurance Policy Endorsement in 2015, and he said it is interested in seeing that more U.S. citizens get coverage for flood events.

“However, there are challenges/obstacles to be overcome before the private insurance market is ready to fully take on flood risk. A gradual transition will be necessary, and for that to take place, the NFIP needs to be fortified in the short-term against spike year events such as Hurricane Katrina and Superstorm Sandy,” he said.

The Reinsurance Association of America praised the move.

“I commend the Administration and FEMA for creating the NFIP reinsurance program and the financial protections it will afford taxpayers,” Frank Nutter, RAA president, said. “The RAA has long advocated a private reinsurance market for flood, and this is a significant milestone for the industry.” Share this

article with a colleague.

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WHAT’LL YA HAVE? NOT EVERY E&S CARRIER UNDERSTANDS THE UNIQUE RISKS YOUR BAR AND RESTAURANT CUSTOMERS FACE.

We and our wholesale general agents can help make sure the focus stays on happy patrons by offering the right coverage at the right value.

Visit our website to find a wholesale general agent near you.

www.music-ins.com See related articles at: ij.com/riskmanagers

©2016 Selective Ins. Group, Inc. Products provided are underwritten by Mesa Underwriters Specialty Insurance Company (MUSIC). Products available vary by jurisdiction. These descriptions are summaries and not offers to sell insurance; the actual policies show complete coverage, exclusions and limitations details. Policy issuance is subject to underwriting approval.

Figures

97

Declarations No Human Zone

“This proposal is not for the timid as initially it will be highly controversial because of natural skepticism about the likelihood and timing of autonomous vehicles and failure to recognize the benefits.”

— A proposal from some tech industry veterans in Seattle that seeks to ban human drivers from a 150-mile stretch of Interstate 5 and reserve it for self-driving cars, trucks and buses.

Bye-Bye Blue Tarps The number people aboard a Disney Wonder cruise ship headed from Miami to the Bahamas that were sickened by a stomach bug, according to the Centers for Disease Control and Prevention.

$200 MILLION

“We wanted to really zero in on the homes that need a roof and where a roof will fix the long-term problems with the house. … With a new roof, the home can continue to be a place where it’s habitable, healthy, safe and affordable for the people to live.”

— Tom McCasland, interim director of Houston’s Housing and Community Development Department, talking about a new program to repair hundreds of roofs covered in blue tarps throughout the city. Many were battered by Hurricane Ike in 2008, which caused $29 billion in damage.

Business Interruption Gap

“I think the insurance industry needs to really address this gap that exists between physical business interruption and technology-based business interruption. One thing that’s currently happening more every day is that insurance carriers are offering value-add services equivalent to requiring buildings to have sprinklers.

They’re doing similar things for cyber risk, such as requiring businesses to improve employee awareness training.”

That’s how much a wildfire burning for nearly two months on California’s scenic Big Sur coast has surpassed in firefighting costs, making it the costliest to fight in U.S. history.

29

The number of people injured when a bomb went off inside a dumpster in New York’s Chelsea neighborhood.

New York Governor Andrew Cuomo has referred to the incident as an act of terrorism. The suspect, Ahmad Khan Rahami, was taken into custody after firing at police officers in Linden, New Jersey, although Governor Cuomo stated in a September 20 call with CNN that authorities are investigating the possibility that Rahami was not working alone.

$3.5 MILLION The amount lobbyists for makers of prescription painkillers gave to Ohio politicians while the state’s opioid overdose epidemic climbed toward a record high.

Nearly $2.5 million went to federal candidates from Ohio from 2006 through 2015, including about $875,000 to former U.S. House Speaker John Boehner, according to the Associated Press and the Center for Public Integrity. Republican Gov. John Kasich received about $46,000, topping the list of state candidates.

14 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

— Dena Cusick, national practice leader with Wells Fargo Insurance’s Technology, Privacy and Network Risk National Practice, urging a closer look at cyber risk after the New York State Department of Financial Services (DFS) proposed cybersecurity regulation for financial services companies. The proposed regulation aims to protect New York state’s financial services industry from an increasing risk of cyberattacks and is the first of its kind in the U.S.

Nitrate Pollution

“They don’t have to pollute in order to drain the land. … That’s the point Des Moines Water Works claims in this case.”

— Des Moines Water Works attorney John Lande comments on a federal lawsuit that pits the water supplier to 500,000 central Iowa residents against upstream farmers accused of contaminating rivers with nitrates from crop fertilizer. The lawsuit seeks a court decision on whether agriculture drainage districts have immunity from lawsuits and whether the water utility can seek monetary damages.

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West

Autonomous Vehicles Involved in Arizona Crashes

G

oogle says three of its self-driving vehicles were involved in crashes in the Phoenix, Arizona, metro area in August.

The California-based company says its drivers were manually controlling the vehicles during two of the accidents, but the third was operating in the autonomous mode when it was rear-ended, reported The Arizona Republic.

Google began testing an unknown number of self-driving Lexus SUVs in Chandler in August. The company did not say how the accident rate compares to testing in other cities.

INSURANCEJOURNAL.COM

Google has tested its autonomous vehicles in Mountain View, California; Austin, Texas; and Kirkland, Washington. They extended the testing to Arizona to see how the cars would respond to things such as dust storms and golf-cart crossings, according to Google officials, and focused on Chandler because of its technology industry.

A self-driving Google Lexus was rear-ended in Chandler while stopped at an intersection on Aug. 22. There were no injuries.

On Aug. 16, a Google vehicle being

driven manually at 42 mph was rear-ended by a car traveling at 67 mph.

The 25-year-old driver of the second vehicle was arrested on suspicion of DUI, said Chandler police spokesman Sgt. Daniel Mejia.

A passenger in the Google vehicle was treated for a concussion, according to the police report.

A Google driver was cited in an Aug. 9 crash, but the company says its data shows that the other driver actually ran a red light and hit the Google vehicle during a left turn.

Copyright 2016 Associated Press.

OCTOBER 3, 2016 INSURANCE JOURNAL | WEST | W1

Idea Exchange

Legal Autonomy

Insurance Implications of Autonomous Vehicle Rollout

By Hilary Rowen

C

alifornia is no longer the heartland for testing autonomous cars. The first commercial deployment of self-driving cars in the U.S. is already happening in Pittsburgh, where Uber is offering its customers the opportunity to travel in its self-driving cars during testing.

During testing, the Uber self-driving cars will have driver controls and both a test driver and a “spotter” monitoring the autonomous operation. Google — which has been testing self-driving cars for several years — recently announced a new ridesharing service in the San Francisco Bay Area utilizing its existing traffic app, but not yet its autonomous cars.

But here’s the real news for the indus-

W2 | INSURANCE JOURNAL | WEST OCTOBER 3, 2016

try: these converging developments suggest a plausible scenario for the deployment of self-driving cars and the resulting implications for insurance markets.

There are two types of autonomous cars in development. The first type retains driver controls, such as a steering wheel and brake pedal. These vehicles will be capable of fully autonomous operation, but may require the operator to retake control in some driving situations.

The second type of self-driving car dispenses with driver controls and is, in effect, a mobile robot.

The National Highway and Transportation Safety Administration classifies the first type of self-driving car as Level 3 and the second type as Level 4 or 5. Level 4 cars can operate without the monitoring or intervention of a human driver in some, but not all, driving conditions. Level 5 cars can operate in all driving conditions.

NHTSA recently issued its first regulatory guidance document on the deployment of self-driving cars. The guidance sets out NHTSA’s approach to regulating Level 3 and higher vehicles and expressly applies to “automated fleet operators and ‘driverless’ taxi companies.” NHTSA has stated that its guidance document will preempt state regulation of self-driving vehicle safety and testing, but not state regulation of operators of Level 3 cars.

Under the NHTSA guidance, the safety certification portions of the California Department of Motor Vehicles

controversial proposed regulation of Level 3 cars would likely be preempted; other provisions of the draft regulation — including the separate licensing requirement for drivers of Level 3 cars — would remain within the state’s authority.

The Self-Driving Fleet

Level 4 cars will probably be deployed initially as fleet vehicles providing passenger transportation — and perhaps delivery services — in selected urban and suburban areas. Limited deployment addresses a range of technological, regulatory and market issues.

The current level of autonomous technology can handle low speeds and highly mapped streets — where the mapping includes day-to-day changes in road conditions, construction and other driving factors — in some, but not all, weather conditions.

The near-term technological and regulatory constraints will be reinforced by the economic constraints of operating a fleet of self-driving cars. There must be a ready supply of self-driving cars for autonomous transportation services to be viable. People won’t utilize a self-driving car transportation service — beyond the initial novelty phase — if there are insufficient vehicles to meet demand.

‘There must be a ready supply of self-driving cars for autonomous transportation services to be viable.’

Insuring the Self- Driving Fleet

Self-driving transportation services fleets will carry commercial auto coverage, with subrogation of claims to product liability coverage. Auto product liability subrogation claims for autonomous will probably reach a wider range of product liability policies than in the past.

In addition to the auto manufacturer, subrogation claims will be tendered to the sensor manufacturers, various software designers — including the software

continued on page W6

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WEST | PEOPLE

Forest de Jong

Greg Moody

Lori Crissinger

Jeanette Budde

Aaron Perry

Mike Riis

Strategic Insurance Agency Alliance announced the formation of a new master agency in the Northern California region.

Strategic Independent Insurance Agency Solutions is headquartered in Santa Rosa, Calif., and will service member agencies across 19 northern counties in California.

The SIIAS office will be initially staffed by three insurance industry executives: Forest de Jong, Greg Moody and Lori Crissinger. de Jong, SIIAS senior vice president, will be responsible for the overall operations.

He has held positions at Nationwide, Countrywide and Allied Insurance.

Moody was named regional vice president. He will work to attract new member agencies.

Moody was previously with National General Insurance (formerly GMAC Insurance).

Crissinger was named an agency development field specialist. Crissinger will consult with SIIAS member insurance agencies regarding start-up issues, increasing commercial lines, training opportunities and premium growth.

Crissinger has more than 20 years of experience in the insurance industry, including roles with both Nationwide Insurance and State Farm Insurance.

SIAA is a national insurance agency alliance with more than 5,900 member agencies through 48 master agencies across the country.

Appalachian Underwriters Inc. has named Jeanette Budde Western regional vice president in the firm’s Scottsdale, Airz., office.

Budde’s role will focus on profitably growing workers’ compensation business and other product lines in the Western U.S. Budde has experience in workers’ comp, property, general liability, inland marine, umbrella, professional, crime and other specialty protection. She has been an insurance producer for in multiline commercial underwriting and marketing.

Oak Ridge, Tenn.-based Appalachian Underwriters is a managing general agent and wholesale insurance brokerage.

Worldwide Facilities LLC has added Aaron Perry to its team of brokers in Phoenix, Ariz.

He focuses on construction and manufacturing.

Perry has six years of wholesale insurance experience. He was previously with firms including Horizon Risk Insurance Services Inc., Veritas Recruiting Group and Peachtree Special Risk Brokers.

W4 | INSURANCE JOURNAL | WEST OCTOBER 3, 2016

Worldwide Facilities is a national wholesale insurance broker and managing general agent.

San Diego, Calif.-based Cavignac & Associates has named Mike Riis a junior account executive.

Riis initially will be trained to service existing clients, educate them on risk preventative measures, and recommend appropriate insurance coverage.

Riis previously was a marketing assistant for Palomar Specialty Insurance in La Jolla. He served an internship with The Mohr Group Financial & Insurance Services prior to Palomar.

Cavignac & Associates is a risk management and commercial insurance brokerage firm.

Allianz Global Corporate & Specialty has named Dennis Mah winery team lead for North America.

Mah is based in Sacramento, Calif., and he will report to Karen Walter, West zone farm and ranch lead. Mah will be responsible for developing and implementing growth strategies and product development.

He joins AGCS from Travelers Insurance, where he was an account executive and regional underwriting officer for their agribusiness division before being promoted to managing director. Mah was at Fireman’s Fund in their midmarket division prior to joining Travelers.

AGCS insures the winemaking process from “grapes-to-glass,” with an appetite that includes commercial businesses engaged in winery operations. AGCS is the Allianz Group’s dedicated carrier for corporate and specialty insurance business.

Willis Towers Watson has named Charles Shay leader in financial and executive risk in North America’s West region.

The financial and executive risk practice delivers tailored risk management and risk transfer solutions to help companies protect executives and key assets.

Shay will be responsible for driving growth across the practice in the Western the U.S. He will report to Alexis Faber, the company’s co-head of global financial lines and North America financial and executive risk practice lead.

Shay has 23 years of experience in the insurance and risk management industry. He was a managing principal at Integro prior to joining Willis. He was previously a senior vice president at Marsh.

Willis is a global advisory, broking and solutions company.

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incorporated in mapping systems and sensor systems — and even the designers of the chips optimized for autonomous vehicles. The transportation services company may also face claims for deploying the fleet inappropriately in adverse weather conditions.

Initially, self-driving transportation services fleets will be competing primarily with taxis and transportation networks using conventional cars including Uber’s own app. For there to be a material impact on rates of automobile ownership — and, thus, the demand for private passenger

auto insurance, self-driving transportation services fleets will need to be a viable option for commuters and routine errands such as grocery shopping.

An Autonomous Vehicle in Every Garage?

Except in dense urban areas and among elderly drivers, the privately owned car is not likely to disappear entirely, even as autonomous vehicles become more capable.

A major transformation of the private passenger auto market is likely to require vehicles that can “toggle” between autonomous operation and substantially human controlled driving. Currently, there is an on-going debate among autonomous driving developers whether Level 3 autonomous vehicles that require a human driver as backup are a viable option. People who are not professional test drivers tend to over-estimate the capability of technology and under-estimate the length of time it will take them to regain situational awareness when an autonomous vehicle leaves self-driving mode.

The answer may be cars where the driver can select at the beginning of a trip between a Level 4 autonomous driving mode that does not call for human intervention and a human-controlled mode that requires active and continuous driving, albeit with very sophisticated collision avoidance systems.

If this scenario materializes, the one-car garage may make a comeback. Families may own one “toggle” car and rely on driverless fleet vehicles for routine trips.

Although people will own fewer cars, private passenger auto insurance will continue to exist. Accident frequency and bodily injury severity — but not property damage severity — will decline.

At the same time, private passenger auto insurers will face novel claims patterns and subrogations, resulting in an upward trend in loss adjusting costs. This will create a challenge for private passenger auto insurers.

Rowen is a partner in the San Francisco office of Sedgwick LLP. Phone: (415) 781-7900. Email: Hilary.Rowen@ sedgwicklaw.com

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WEST | News & Markets

Report Details Drug Dispensing in California Workers’ Comp

C

alifornia’s Workers’ Compensation Insurance Rating Bureau has issued a report that shows the share of drug payments made directly to dispensing physicians compared with pharmacies fell by 20 percent over three years.

The report, “Patterns of Drug Dispensing in California Workers Compensation,” analyzed $500 million in workers’ comp pharmaceutical payments from July 2012 through December 2015.

WCIRB researchers say they used reported medical payment data representing more than 90 percent of the California workers’ comp insurance market.

Among the findings of the report are: The share of drug payments made directly to dispensing physicians compared to pharmacies declined by 20 percent from July 2012 through December 2015.

This change in dispensing patterns occurred across all types of drugs, and was

California School Creates Degree for Self-Driving Car Engineers

especially apparent for opiate analgesics and base ingredients used in compounds.

These trends were driven by a drop in the number of prescriptions per claim rather than a change in unit payments.

Physicians received higher unit payments for specific types of opiate analgesics and stomach discomfort drugs when compared to equivalent medications available at pharmacies.

The Los Angeles basin area generated 86 percent of all payments for compound drugs as compared to only 60 percent of other non-compound drug payments.

The reduction in physician dispensing may help, in part, explain the overall 28 percent drop in drug spending per claim from the second half 2012 through the second half 2015 documented by prior WCIRB research.

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uto and tech companies are in a race to get self-driving cars to the public, but as with many cutting-edge technologies, there aren’t enough trained engineers to meet the demand for talent.

So Mountain View, Calif.based online higher education company Udacity created a “nanodegree” to train self-driving car engineers.

Udacity is founded by Sebastian Thrun, whose previous work included launching Google’s self-driving car prototype.

Thrun says that given industry’s push to get the technology on the road, it will be easy to get jobs for 5,000 future graduates, and likely many more.

Applications for the program opened Monday, and Udacity says more than 3,000 people have applied for the 250 spots.

The course will last nine months, and though learning is online, students will write computer code for Udacity’s own self-driving car.

Copyright 2016 Associated Press.

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Business Moves | NATIONAL Evergreen, Sheridan

Evergreen Insurance & Risk Management, a Monsey, New York, based insurance brokerage for investment real estate, has acquired the assets of Sheridan & Co. Group LLC and T.J. Sheridan & Co. Inc. Terms of the deal, which closed in September, were not disclosed.

Sheridan is a commercial lines insurance provider headquartered in northern New Jersey, with a concentration on investment property insurance, real estate insurance and condo association insurance.

Tom Sheridan, president and CEO of Sheridan and a 41 year insurance industry veteran, will continue at Evergreen on a consulting basis following the acquisition.

CARFAX vehicle history data helps insurers avoid losses. Learn how the largest insurers improve underwriting and pricing performance at CarfaxForInsurers.com This acquisition closely follows Evergreen’s July relocation to its new office space in Monsey, New York, to accommodate past growth and future expansion plans.

Confie, First Stop Insurance, Absolute Insurance Agency

Confie, a national provider of personal and commercial lines insurance, has acquired the BMR Agency LLC dba First Stop Insurance in Washington Park, Ill. First Stop Insurance specializes in non-standard auto insurance.

In a separate deal, Confie announced the acquisition of Absolute Insurance Agency Inc., in Miami.

Absolute, established in INSURANCEJOURNAL.COM

1989, focuses on providing non-standard auto insurance.

Confie has completed 14 acquisitions thus far in 2016.

CEO of Confie, Valeria Rico, said the company continues to seek out additional agencies that will add to its retail locations.

Confie is a national insurance distribution company primarily focused on personal lines and small commercial insurance.

Confie is a portfolio company of ABRY Partners and is headquartered in Huntington Beach, Calif.

Chicago Underwriting Group Inc., Old Republic Professional Liability Inc.

Chicago Underwriting Group Inc., the professional liability underwriting division of Old Republic Insurance Co., is changing its name to Old Republic Professional Liability Inc. The company said the new name more clearly identifies with its ultimate parent, Old Republic International Corp. and its family of multi-line insurance companies.

Formed in 1983, Old Republic Professional Liability is a specialist in Directors & Officers (D&O) liability insurance for American businesses and other institutions. While serving a variety of industries, the company retains as clients a large number of technology, biotechnology and life science firms.

It currently insures 50 percent of the NASDAQ 100 Index and 60 percent of the NASDAQ Biotechnology Index.

Higginbotham, Davis Insurance Agency

Fort Worth, Texas-based

Higginbotham and Davis Insurance Agency, headquartered in Lufkin, have merged.

Davis Insurance is an independent broker with a workforce of 26 in its Lufkin home office and Amarillo branch.

The union adds East Texas and Panhandle offices to Higginbotham and grows it to 800 professionals and 26 locations statewide.

This is the fourth merger Higginbotham has completed this year as part of a growth initiative started in 2008. The firm is continually expanding across Texas by partnering with brokers that add capacity to serve more customers and widen its footprint.

The merger with Davis Insurance marks Higginbotham’s entrance into the Panhandle with the Amarillo office and expands its eastern presence with the Lufkin office.

Both firms offer personal and commercial insurance and employee benefits.

Higginbotham has practice groups for industry specialization, and Davis Insurance

has developed niche expertise in forest products insurance during 44 years of experience in the sector.

Ira and Vera Davis started Davis Insurance in 1949 from their home in Lufkin. Three generations of Davis men and women have led the firm’s growth to more than 3,000 accounts.

Davis Insurance will continue operating under the leadership of Managing Directors Larry Davis and Mike Davis.

SWBC Insurance Services, Levy & Levy & Lefton Insurance Agency

San Antonio-based SWBC Insurance Services, a division of SWBC, has acquired Levy & Levy & Lefton Insurance Agency, one of the oldest independent insurance agencies in San Antonio.

David Lefton, principal of Levy & Levy & Lefton, will join the SWBC family and continue to serve his clients.

Levy & Levy & Lefton was founded in 1919 by Ernest M. Levy. David Lefton joined his

continued on page 16

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 15

NATIONAL | Business Moves

provide funding for acquisitions, perpetuations

and employee benefits insurance brokerage firm based in Atlanta.

The acquisition will expand USI’s footprint into a new city and market where the company said it is looking to invest and grow.

All employees at Johnson & Bryan will be offered employment by USI. The parties expect to reach a definitive agreement and close the transaction early fourth quarter of 2016.

Terms of the agreement in principle were not disclosed.

USI is a local and national insurance brokerage and consulting firm, delivering property and casualty, employee benefits, personal risk and retirement solutions throughout the United States. The company is headquartered in Valhalla, N.Y. Johnson & Bryan has been serving the Atlanta community since 1931 with a myriad of insurance and risk management services for businesses and individuals alike.

and producer development.

Global Risk Partners, SLK General

continued from page 15

father, Arthur Lefton, at the firm in 1969 after graduating from the University of Texas. The company was built on a solid reputation and customer referrals.

Lefton is joining the company as vice

“

president of SWBC Insurance Services.

USI, Johnson & Bryan

USI Insurance Services has entered into an agreement in principle to acquire Johnson & Bryan, a retail property/casualty

Insurance distribution is going through significant consolidation.

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Global Risk Partners Ltd. (GRP), the London-based insurance broking and managing general agent investment vehicle, has acquired the commercial and personal insurance broker, SLK General Insurance Services Ltd., based in Ely, Cambridgeshire in the U.K. SLK Insurance’s management team will continue to lead the business.

Shaun Locke, managing director of SLK General Insurance Services Ltd., said: “Joining Global Risk Partners is an ideal solution for our business and with their support we can accelerate our growth plans.”

London-based GRP currently handles about £400 million ($504.6 million) of insurance premium.

GRP is an investment vehicle aimed at brokers and managing general agents (MGAs) trading in the UK retail and global, specialty insurance markets. Established in 2013 by Peter Cullum, chairman, and David Margrett, chief executive, GRP acquires businesses, teams and portfolios that have niche, non-commoditized and specialty propositions. It is backed by private equity firm Penta Capital LLP.

9/6/16 11:27 AM 11/5/15 8:13 PM

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NATIONAL | MyNewMarkets

Medical Professionals Market Detail: Braishfield

Associates Inc. (www.braishfield.com) provides fidelity, business income, CGL, workers’ comp, property, umbrella, EPLI, miscellaneous professional liability coverage.

Available limits: As needed Carrier: Unable to disclose, admitted and nonadmitted available States: All states except D.C. Contact: Customer service at 888-335-6616

Truck and Auto Physical Damage

Market Detail: McLeckie

Insurance Group (www. mcleckie.com) insures forhire and not-for-hire trucking physical damage. Unlimited radius hauling sand and gravel, dry freight, regrigerated and frozen loads, agricultural, beverages, clothing and apparel, household goods, electronics, furniture, livestock, machinery, mulch, paper products, plastics, stone and rock. Trailer interchange optional. Excess limits available. Quotes usually returned within 24 hours Available limits: Minimum $100,000, maximum $19 million

Carrier: Unable to disclose,

admitted and non-admitted available States: Ark., Fla., La., N.C., Okla., Tenn., and Texas Contact: Bill McLeckie at 903-897-9090 or e-mail: bill@ mcleckie.com

Aviation Insurance Market Detail: Transport

Risk Management Inc. (www. transportrisk.com) are brokers engaged in the practice of aviation insurance and risk management services with representatives in Denver, Austin, Texas, Dallas, Los Angeles, and Scottsdale, Ariz.

Available limits: Minimum $1 million, maximum $1 billion Carrier: Unable to disclose, admitted States: All states Contact: Terry Miller at 866256-0227 or e-mail: tmiller@ transportrisl.com

Dry Cleaners

Market Detail: Argo Pro (www.

argoprous.com) is a market for pollution liability to include underground storage tanks, dry cleaners and country clubs/golf courses, as well as coverage for fixed facilities, environmental contractors or environmental

18 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

consultants.

Available limits: Minimum $1 million, maximum $2 million Carrier: State National Insurance Co. States: All states except D.C., and W.Va. Contact: Customer service at 804-560-4844

Ammunition Manufacturing

Market Detail: Cochrane &

Co. (www.cochraneco.com) provides coverage for a wide variety of risks pertaining to firearms manufacturing as well as businesses specialized in the shooting sports industry.

General liability highlights include: occurrence or claimsmade; personal & advertising injury; products/completed operations; and general aggregate. Property highlights include: special including theft (in some cases); property enhancements; and equipment breakdown. Potential coverages available include: ATF proceedings endorsement; limited product withdrawal expense; property damage extension coverage; hired & non-owned auto; and blanket additional insured – vendors.

Exposures that eligible include

firearms retailers/dealers; manufacturing importers; firearms wholesalers and distributors; firearm manufacturing; ammunition, bullet and cartridge manufacturing; sporting good manufacturing (bow and arrow); hunting/shooting clubs and associations; optical goods manufacturing (scopes, light filters, etc.). Appointment paperwork must be completed prior to quoting.

Available limits: As needed Carrier: Unable to disclose, nonadmitted States: All states Contact: Andy Hansen at 509462-1148 or e-mail: ahansen@ cochraneco.com

Commercial Surety Bonds

Market Detail: Alamo Surety

Bonds (www.alamobonds.com) specializes in the hard-to-place bond markets such as mixed beverage tax, sales tax, ICC property brokers, utility bonds, bingo bonds, subdivision and many more. Programs available for credit-impaired clients.

Available limits: As needed Carrier: Unable to disclose, admitted States: Ala., Ariz., Fla., Ga., Ind., Ks., La., Miss., Mo., N.C., Nev., S.D., and Texas Contact: Jim Swindle at 210930-5550 or e-mail: jim@alamobonds.com

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NATIONAL | News & Markets

Why Businesses Don’t Invest Enough in Cyber Security: RAND Study

T

he cost of a typical cyber breach to an American company is much less than has been generally estimated, providing one possible explanation for why companies do not invest more to improve computer security, according to a new RAND Corp. study.

The typical cost of a breach is about $200,000 and most cyber events cost companies less than 0.4 percent of their annual revenues, the study found. The $200,000 cost is roughly equivalent to a typical company’s annual information security budget.

“Relative to all the other risks companies face, the cyber risks often aren’t as big a deal as we think,” said Sasha Romanosky, author of the study and a policy researcher at RAND, a nonprofit research organization. “It may be bad for you if you are the victim, but it doesn’t change the behavior or strategy of a company. Like you and me, companies are self-interested and operate in ways that minimize their costs. You can’t begrudge them for working that way.”

The RAND study estimate is a lot less than the estimate in a May 2014 report by the Ponemon Institute at the University of Michigan. The Ponemon report put a $3.5 million pricetag on an indi-

vidual data breach. Ponemon surveyed 314 companies in 10 countries.

The RAND study, which is published in the Journal of Cybersecurity, is based on a private dataset of 12,000 cyber incidents compiled by Advisen, which provides information on corporate losses to the insurance industry.

A 2015 study of 160

cyber liability insurance claims

by NetDiligence, a data breach services company, found that the average total claim for a breach was $673,767. But the cost varied greatly by company. The average claim for a large company was $4.8 million, while the average claim in the healthcare sector was $1.3 million.

Cyber breaches at American companies have made headlines in recent years and put the personal information of millions of consumers at risk.

The most recent and biggest was reported last month at Yahoo.

Romanosky said he under-

20 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

took his study in part because of an executive order issued

by President Obama in 2013 directing the National Institute for Standards and Technology to develop voluntary guidelines for improving information security.

The policy was put in place as public concern about cyber attacks began to rise with disclosures of major breaches at Target and other prominent companies, but Romanosky wondered whether the corporate world would be willing to adopt tougher measures.

Romanosky examined incidents across four categories: data breaches involving the disclosure of personal information, security incidents that resulted in the theft of intellectual property or disrupted business services, malicious harvesting of account information through phishing or skimming attacks, and privacy violations through the unauthorized collection, use or sharing of personal information from cell phones, web tracking and other means.

He found that security breaches were on the upswing, from 64 reported incidents in 2012 to nearly 250 reported incidents by 2014. The sectors with the highest number of reported hacks were finance and insurance, health care and government entities.

In analyzing the financial impact of such incursions, Romanosky considered factors such as the cost of investigating the causes of a breach, notifying consumers, increas-

ing customer support, paying for identity theft insurance or credit monitoring, and dealing with legal actions.

Yet those costs, the RAND researcher found, generally were not onerous and were lower than losses companies face because of fraud, theft, corruption or bad debt.

“If it is true that on average that businesses lose 5 percent of their annual revenue to fraud, and that the cost of a cyber event represents only 0.4 percent of a firm’s revenues, then one may conclude that these hacks, attacks and careless behaviors represent a small fraction of the costs that firms face, and therefore only a small portion of the cost of doing business,” Romanosky said.

Given that finding — and surveys that indicate consumers are mostly satisfied with the ways companies respond to data breaches — he says that businesses “lack a strong incentive to increase their investment in data security and privacy protection.” Moreover, if their losses are not out of line with other costs, he said, “maybe the firms are already doing the right thing,” making government policies to induce more precautions unnecessary.

Romanosky said a more effective strategy might involve cyber insurance programs that offer reduced premiums in exchange for companies taking certain steps to beef up data security.

He also urges consumers to “stay vigilant and take precautions in sharing their information with just anyone.” Share

this article with a colleague.

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NATIONAL | Spotlight | Restaurants & Bars

6 Things to Consider When Insuring Restaurants, Bars & Taverns

By Andrea Wells

K

evin O’Connor, president of McGowan Hospitality, is no stranger to insuring the risks associated with restaurants, bars, taverns and nightclubs. He has spent the past 33 years in the sector as a reinsurance broker, managing general agent and now program administrator. In this interview with Insurance Journal, O’Connor offers a few tips to consider when securing coverage for today’s restaurants and bars.

Beyond Price

One of the more important things for agents and their insureds to consider is price.

But O’Connor says it’s important to look beyond pricing.

“The financial stability of the carrier and the carrier’s commitment to the class is very important,” he said. The hospitality market tends to be a class where O’Connor sees markets moving in and moving out. He said there have a number of new players entering this space in the past 12 months, but he cautions against a quick move to a new carrier for a small

cost-savings. “You want to be with a stable player that’s been in the class for a long time and has the ability to stay in it for a long time,” he said.

Coverage

Coverage can vary from policy to policy so O’Connor recommends that agents take a close look at the policy wording. “You have to make sure you have proper enhancements on your property, make sure you have proper endorsements on the liability. Make sure the coverage is afforded by the carrier and that you are not getting a stripped down version of that coverage. Make sure you’re getting a Cadillac if you are paying for a Cadillac.”

Assault & Battery

One of the most important coverages for bars, taverns and nightclubs is assault and battery coverage. Agents and their insureds should understand whether assault and battery exposures are fully covered, excluded or whether there’s a sublimit in the policy when securing coverage. Questions to consider: “How are they handling the assault and bat-

22 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

tery? Do they subcontract out to a security firm? Do they hire their own security team?” In O’Connor’s experience bars, taverns and nightclubs that contract out security end up as better risks. “A professional security firm that has their own training and insurance is usually the stronger way to go. It will eliminate a lot of losses.”

a claim,” O’Connor said. “For first party claims, you want to make sure that you get these people back in business quickly. For your third party claim you want to make sure you investigate the claim quickly.”

O’Connor advises agents to make sure that the carrier can provide independent adjusters, preferably local.

Property

Specialize

O’Connor said that it’s important for restaurants and bars of all sizes to consider purchasing business interruption coverage and wind coverage.

Agents should look at “How they are handling wind? How are handling the business interruption?” Hurricane Sandy left many restaurants without power for days. “Sandy taught us a lot of lessons about why it’s important to have business interruption. Prior to Sandy people didn’t think about securing that coverage but today they do.”

Claims Handling

One of the most important aspects to consider is a carrier’s claims handling ability.

“Insurance is a promise to pay

Lastly, O’Connor advises agents looking to find success in the restaurant, bar and tavern space to take the time to truly understand the market.

“What I think it takes to be successful is to dedicate yourself to that space and really focus on hospitality,” O’Connor said.

Don’t be shy; get involved in the industry. “Join associations and really get engaged with those associations so you can keep up on industry affairs and know what’s going on.”

McGowan Hospitality currently writes general liability, liquor, property, and umbrella coverage and effective in January the firm will write restaurant/bar/tavern risks on a separate program.

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NATIONAL | News & Markets

P/C Direct Premium Written Up 4.3 Percent

By Douglas A. Powell

D

irect premium written (DPW) for property/ casualty insurance companies continues to increase,

albeit gradually. At year-end 2015, approximately $585 billion of DPW was reported, a record high for the industry.

For 2015, total DPW for all P/C insurers aggregately increased 2.5 percent over 2014, an increase of nearly $14.4 billion.

Through the first quarter of 2016, the insurance industry’s growth trend has continued, as DPW for all P/C insurers aggregately increased 4.3 percent over 2015.

For the three months ending March 31, 2016, P/C companies comprising the Top 25 insurers in terms of DPW growth increased their DPW 11.3 percent over the first three months

of 2015. This continues the Top 25 insurers’ impressive display of premium growth and financial stability. The Top 25 accounted for nearly 70 percent of the growth in the P/C insurance industry’s DPW. In contrast, the remainder of the industry reported an increase in DPW of 1.6 percent, or $1.8 billion year-over-year.

It is important to note that while increasing DPW, P/C companies have aggregately maintained a sufficient level of policyholders’ surplus (PHS).

One measure that indicates P/C companies are conservatively leveraged is the DPW to PHS ratio. An insurer’s DPW

to PHS ratio is indicative of its premium leverage on a direct basis, without consideration of the effect of reinsurance. Since 2010, this ratio for P/C companies has remained stable at approximately 70 percent.

Although the market continues to exhibit signs of firming and DPW continues to increase, P/C insurers should not expect a traditional hard market in the near future. It is more realistic that expectations should relate to gradual, stable growth.

Share this article with a colleague. IJMAG.COM/1003LH

Powell is a senior financial analyst with Demotech, Inc. Email comments to dpowell@demotech.com.

Top 25 Property/Casualty Companies Based upon dollar amount of direct premium written (DPW) growth Year-to-date results March 31, 2016 versus March 31, 2015

Company Name

NAU Country Insurance Co. State Farm Mutual Automobile Insurance Co. Liberty Insurance Underwriters, Inc. Allstate Fire and Casualty Insurance Co. GEICO General Insurance Co. LM General Insurance Co. State Farm Fire and Casualty Co. USAA General Indemnity Co. USAA Casualty Insurance Co. Allianz Global Risks US Insurance Co. Standard Fire Insurance Co. XL Specialty Insurance Co. Continental Casualty Co. GEICO Casualty Co. GEICO County Mutual Insurance Co. Farmers Insurance Exchange American Bankers Insurance Co. of Florida Allstate Vehicle and Property Insurance Co. Bankers Standard Insurance Co. Government Employees Insurance Co. Ohio Security Insurance Co. Nationwide General Insurance Co. Garrison Property and Casualty Insurance Co. GEICO Advantage Insurance Co. Evanston Insurance Co.

DPW 3/31/2016

$909,853,513 $9,197,798,644 $576,726,966 $1,876,664,565 $2,169,592,962 $714,640,368 $4,365,876,697 $798,398,522 $1,350,066,849 $355,638,033 $465,534,771 $430,415,178 $1,655,160,397 $936,845,834 $262,491,723 $933,985,184 $824,515,622 $361,917,970 $200,569,347 $1,362,513,156 $365,691,227 $263,901,386 $406,812,137 $202,168,169 $202,341,375

Top 25 P/C Companies by DPW Growth $31,190,120,595 All Other P/C Companies $117,516,722,520 Total $148,706,843,115

DPW 3/31/2015

$83,086,387 $8,622,236,818 $260,964,059 $1,659,918,122 $1,991,935,361 $559,994,370 $4,218,815,298 $653,881,486 $1,213,946,112 $232,271,344 $353,036,054 $317,968,054 $1,545,515,803 $830,180,551 $157,254,018 $833,057,955 $724,980,328 $265,105,845 $112,250,333 $1,275,512,387 $281,763,640 $183,602,970 $327,642,335 $125,335,631 $127,312,091

$26,957,567,352 $115,682,132,364 $142,639,699,716

$ Growth

$826,767,126 $575,561,826 $315,762,907 $216,746,443 $177,657,601 $154,645,998 $147,061,399 $144,517,036 $136,120,737 $123,366,689 $112,498,717 $112,447,124 $109,644,594 $106,665,283 $105,237,705 $100,927,229 $99,535,294 $96,812,125 $88,319,014 $87,000,769 $83,927,587 $80,298,416 $79,169,802 $76,832,538 $75,029,284

$4,232,553,243 $1,834,590,156 $6,067,143,399

% Growth

995.07% 6.68% 121.00% 13.06% 8.92% 27.62% 3.49% 22.10% 11.21% 53.11% 31.87% 35.36% 7.09% 12.85% 66.92% 12.12% 13.73% 36.52% 78.68% 6.82% 29.79% 43.73% 24.16% 61.30% 58.93%

15.70% 1.59% 4.25%

Data Source: The National Association of Insurance Commissioners, Kansas City, Mo., by permission. Information derived from an SNL product. The NAIC and SNL do not endorse any analysis or conclusion based upon the use of its data.

24 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

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NATIONAL | Special Report

T

he votes were tallied and the results are in for the 2016 Best Independent Insurance Agency to Work For survey by Insurance Journal.

The owners of the Best Agencies to Work For in 2016 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, relationships and culture. 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.

Employees take pride in working for agencies that are respected in their communities and hold strong ethics.

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.

As expected, the winning agencies score high for overall employee benefits including wellness programs and for working conditions including flex-time and alternative schedules.

The best agencies to work for also provide employees with a strong sense of worklife balance, and deliver a workplace environment where employees feel supported by management and their peers.

Many of the employees say they feel like family in their agencies.

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 agency.

26 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

The Winners OVERALL

Baldwin Krystyn Sherman Partners Tampa, Fla.

EAST

GOLD Cleary Insurance Boston, Mass.

SILVER Rogers & Gray Insurance Agency South Dennis, Mass.

BRONZE The Rowley Agency Concord, N.H.

WEST

GOLD Eaton-Provident Group Scottsdale, Ariz.

SILVER Bolton & Co. Pasadena, Calif.

BRONZE MOC Insurance Services San Francisco, Calif.

MIDWEST

GOLD DSP Insurance Services Schaumburg, Ill. SILVER Kapnick Insurance Group Adrian, Mich.

BRONZE Insurance Center Inc. Wichita, Kan.

SOUTH CENTRAL

GOLD Capitol City Insurance Austin, Texas SILVER Eagan Insurance Agency Metairie, La. BRONZE TWFG The Woodlands, Texas

SOUTHEAST

GOLD Peel & Holland Benton, Ky. SILVER LassiterWare Leesburg, Fla. BRONZE The Crichton Group Nashville, Tenn.

INSURANCEJOURNAL.COM

NATIONAL | Special Report

Best Agency to Work For - Overall Tampa, Florida

BKS Partners Inc.

Intentional Culture, Intentional Passion

By Andrea Wells

W

hen Laura Sherman, Lowry Baldwin and Elizabeth Krystyn set out to open Tampa-based BKS Partners Inc. in 2006 it was as if three professional worlds collided to create a perfect fit.

Baldwin brought years of experience in commercial insurance, while Krystyn specialized in employee benefits, and Sherman rounded out the trio with expertise in private risk. It was a perfect match of three entrepreneurial spirits seeking to build a new kind of insurance agency, one that uses a holistic approach.

BKS Partners’ “BKS Holistic Protection” takes a broad view of client risks. Rather than looking at coverage needs in separate silos, BKS looks at the entire sphere of a client’s lifestyle, passions, profession and business ventures. But it INSURANCEJOURNAL.COM

is not just clients who reap the rewards of Holistic Protection — employees also value and take pride in this approach.

One employee who nominated BKS as a Best Agency to Work For said: “Our holistic approach to insurance provides our clients with top notch advice and service.”

Another employee added: “BKS focuses on educating our clients about their coverages and not just selling.”

Its holistic approach to serving clients and employees is one reason why BKS earned Insurance Journal’s Best Agencies to Work For – Overall award in 2016.

One employee stated: “I think our agency is one of the best to work for because it is committed to both its clients and colleagues. Not only does it go above and beyond for its clients’ needs, it provides educational opportunities, as well as wellness programs for its

colleagues.”

The quality of BKS is captured in numerous ways, another employee said. “The leadership team at BKS is consistently recognizing and honoring colleagues for their accomplishments. Through annual awards, SmartyPants recognitions and the Brag on a Buddy program, colleagues are honored and recognized for the work they do by fellow co-workers and the partners.”

BKS offers employees 24-hours of community service time to give back, too.

Sherman says from the beginning the founders set out to create a specific culture for customers and employees. “We have always been very intentional about our culture.”

“A lot of times people focus on hiring client facing positions but to me, to be a Best Agency, means that it starts at the bottom and goes to the top,” Sherman said. “We focus on hiring amazing people in all aspects of our firm but to keep them you have to build employee loyalty and

be incredibly deliberate about your culture.”

Being privately held and having gender diversity in top leadership roles has been helpful in creating a Best Agency culture, Sherman said.

“We are truly private and even though we have 130 people we are incredibly nimble which makes it a lot easier to do what’s in the best interest of our clients and employees.”

Best places to work awards are not unusual for BKS, which posted $17.2 million in total P/C revenue in 2015. The firm has received awards from several organizations in recent years.

“It’s important for us to be the best in the business,” she said. “It’s our passion and it’s something you see the minute you walk in our office. I’ve had clients and insurance companies both say they can feel the passion and energy. That’s something that really sets us apart.” Share this article

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NATIONAL | Special Report

Best Agency to Work For - East Boston, Massachusetts

Cleary Insurance

Cleary Insurance Believes in Embracing Risk

By Elizabeth Blosfield

W

hen William J. Cleary III and his father, William J. Cleary Jr., decided to take a risk 25 years ago, Cleary Insurance, a Boston, Mass., based insurance agency, was born with just four other employees.

Its team of employees has grown nearly six times its original size and represents 42 different insurance companies today. Now, the firm strives to encourage its clients to embrace risk as well.

“I see Cleary Insurance continuing to grow within our current model, encouraging our clients to embrace risk, to live their lives knowing that we are providing them with the best advice and coverage options available,” President William J. Cleary III said. “We want to protect our clients and manage their risks so that they will

grow and go forward with us.”

An appetite for risk and a collaborative culture help to set Cleary Insurance apart from its competition and earned it this year’s Best Agency to Work For – East Gold award. More than half of its 25 employees nominated the firm through an online survey, emphasizing the agency’s client-focused approach as one reason it stands out above the rest. By doing the right thing for clients, the needs of the agency are naturally met, one employee wrote in the survey.

“I’m continually impressed at management’s and the owner’s natural reactions to step back and focus on doing the right thing,” the employee wrote. “The conversation from the top is always about what’s right for the customer, what’s right for our role as agents, and that often seamlessly falls into line with what’s right for our

28 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

agency.”

In addition to serving clients individually, the firm seeks to give back to its community as a whole through volunteering, employees stated in the survey.

Each year, the agency selects a charity to volunteer with for a day. This year, the agency volunteered with Cradles to Crayons, a non-profit organization that provides children living in homeless or low-income situations with needed items.

“It really feels like a change is being made in the community,” one employee wrote about the volunteer work.

The secret to Cleary Insurance’s success in serving clients, however, are its employees, Cleary said. It may seem as though independence and teamwork are opposites, but the firm strives to make the two work hand-in-hand by building a strong team to serve clients and the community on the outside while encouraging a culture of independence within the agency.

“We ask our folks to think for themselves, act independently and create the culture here at Cleary Insurance,” Cleary said.

“I think the structure, or lack thereof, is what truly sets us apart. We try to hire the best possible people, keep them highly educated within the insurance world and then just get out of their way so that they can do their jobs as they

see fit.”

This strategy seems to be working, as one of the original four employees at the agency’s onset is still with the firm today, while two others remained until retirement, Cleary said. Through a business model that allows its staff to develop professionally without micromanagement, the firm aims to encourage each employee to grow independently while remaining part of a team, he added.

“I want to work hard for this organization because it feels like family,” one employee said.

Indeed, the motto that appears on the front page of the Cleary Insurance website says that “life is worth the risk” — a statement that appears to reflect the spirit of the family that started it all 25 years ago.

“Like many of my insurance colleagues, I entered into the insurance world due to a family connection, but I have stayed in the industry because I love what I do,” Cleary said. “The fact that the staff here nominated our firm for this award is a tremendous source of personal pride, but mostly it is a reflection on the people that work here.” Share this article

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NATIONAL | Special Report

Best Agency to Work For - West Scottsdale, Arizona

Eaton-Provident Group

Family, Fun and Fantastic

By Don Jergler

W

anna have happy employees? Just let them have fun.

That seems to be the philosophy at Eaton-Provident Group, a small agency in Scottsdale, Ariz., where employees used F-words to describe their workplace: “fun,” “family friendly,” and “fantastic,” where scattered throughout employee comments on forms submitted for the Insurance Journal annual Best Agency contest.

The agency of 20-plus employees won Gold for Best Agency in the West.

The ranking was based on a number of factors, but among the assets that put the firm at the top were the enthusiasm of employee comments, as well as its high score on IJ's grading scale.

Asked what it felt like to be honored by employees, Jeff Schmidt, a principal in the firm, replied: “It feels great.

INSURANCEJOURNAL.COM

We really strive to achieve a fun and positive work environment, so receiving this kind of feedback from our employees means the world to us.”

Schmidt said he and fellow principals Tim Schmidt and Greg Budiac keep a focus on maintaining a work-life balance for employees.

“We work hard from 8:30 a.m. to 5 p.m. every day, but we don’t expect our staff to put in overtime because we recognize the importance of being present and available for our families,” Schmidt said.

“Having a 10-month-old at home keeps this principle at the forefront of my mind at all times.”

That balance also includes some fun during work hours, usually in the form of a quarterly event for staff.

“Our most recent event was our office Olympics that took place over the last two weeks that the Summer Olympic

Games were on,” Schmidt said.

Hosted group lunches, an annual team bowling tournament, an agency-wide Fantasy Football league, March Madness bracket tournaments and weekly NFL Pick-em leagues are other activities that inject a bit of fun into the working world of Eaton-Provident Group employees.

“All these events help us to boost employee morale and allow everybody to interact with each other, especially across departments that may not otherwise have the opportunity to work together,” Schmidt said.

Employees echoed the results of this philosophy in their comments.

“I have to say that it could not get much better than it already is, fantastic work environment and even better employees,” wrote one employee. “I appreciate everything Greg, Jeff and Tim have done to provide a fun and enjoyable workplace. Anyone would be happy and lucky to be a part of our work family.”

Of course, money was another positive for which the firm was called out by employees.

“I’ve only been working with this agency for 16 months but I’ve already received two hourly raises and then when I was placed on salary I received a small bump as well,” wrote another employee. “I haven’t had to ask for a raise. I also received a very generous Christmas bonus and have nothing to complain about.”

Employees in the survey also pointed out the firm’s willingness to provide training and advancement opportunities.

“It’s a fantastic place to work, especially for learning about insurance,” wrote one employee. “We have many experienced producers and CSR’s that are very kind and will help or teach anything they can to help you thrive and move up in the company.”

Another employee jotted a list of words to explain why the agency was among the best to work for: “Kind, empathy, strong financially, great teamwork, knowledgeable and treats everyone with respect.”

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OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 29

NATIONAL | Special Report

Best Agency to Work For - Midwest Schaumburg, Illinois

DSP Insurance Services

An Emphasis on Ethical, Caring, Professionalism

By Stephanie K. Jones

“

T

his is the best company I’ve worked for. The company values are outstanding. The management makes you feel like we are all part of a family and everyone is approachable and extremely helpful. They like to advance employees into new positions so there is always growth and opportunities in your career. It is a pleasure to come to work every morning.”

That’s just one of many glowing comments employees made about Insurance Journal’s 2016 Best Agency to Work For – Midwest, Gold winner: DSP Insurance Services.

Founded in 1981 with five employees, the Schaumburg, Ill.-based agency now has 63 employees and around $11 million in revenues, according to President Bob Schutz.

DSP employees responding

to IJ’s Best Agency to Work For survey were universally positive about the company’s work environment, growth potential, focus on clients, community involvement and much more.

The agency was selected for the Best Agency to Work For – Midwest, Bronze award, last year. Schutz said that it would be an understatement to say he is honored and proud to be recognized again.

“After winning last year I’ve been saying that the two biggest sources of pride for me are that we won this award and that after 35 years in business we have never had a payment made under our errors and omissions policies,” Shutz wrote in an email to Insurance Journal.

He added that there are many elements that make DSP a great place to work, but at the foundation is the policy of treating “people the way we

30 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

would like to be treated. This is what DSP does because we care about our employees, our clients and the carriers we represent. I want an environment where people are always willing to help and that’s what we have. All of the credit for winning last year and being a finalist this year goes to our management team for nurturing this culture.”

One employee described an example of how that caring attitude extends beyond management and into the agency as a whole: “When I started at the agency as a new producer last year, all the experienced producers offered to allow me to sit in on client meetings with them, visit prospects together, or help in any way that I needed. They weren’t looking for any portion of my commission or gain for themselves, but truly wanted to help me in my career. This treatment made me realize that this agency is truly one of the best around.”

Several employees praised DSP’s dedication to its community. Wrote one: “DSP is totally committed to helping/ community involvement.

They do so much for so many charities. We even have a raffle each December to raffle off the gifts that the carriers/clients give individuals in our office.

We don’t keep them (though we can) instead we raffle them

off and give all the proceeds to various charities. Then on top of that the agency matches what we raise! It is so much fun to do, too!”

Asked what makes the agency stand out from its competitors, Schutz said DSP’s culture makes all the difference.

“Our culture is built on the people that work here. DSP is built on an unwavering commitment to ethics, morals, professionalism and caring.

This is who we are and what we will continue to be,” Schutz said.

The effectiveness of that emphasis on ethical, caring, professionalism is evidenced in the strong client retention that the agency enjoys, said one employee. “Client loyalty is wonderful. We have clients that have been with us for over 25 years even with premium increases because of the customer service and our honesty.”

“We are a family,” wrote another employee. “Even anyone newly hired. The first thing I tell someone who has just been hired is ‘welcome to your 2nd family!’ I mean every word of it. There is nothing the ‘partners’ would not do to help anyone.” Share this

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NATIONAL | Special Report

Best Agency to Work For - South Central Austin, Texas

Capitol City Insurance

A TEAM Concept

By Stephanie K. Jones

O

ne of the prevailing themes in employees’ comments about Insurance Journal’s pick for Best Agency in the South Central region is teamwork — with a capital T. Based in Austin, Texas, Insurance Journal’s 2016 Best Agency to Work For – South Central, Gold winner: Capitol City Insurance has 28 employees and revenues of around $4 million. Responding to IJ’s Best Agency survey, employees touted the agency's many attributes, repeatedly using the words “team” and “teamwork.”

Said one: “Capitol City Insurance Agency is one of the greatest places I have ever worked in my 25-year career.

The agency is always looking out for the welfare and care of its family. The concept is simple, TEAM. We believe in each INSURANCEJOURNAL.COM

other and the leadership of our organization.”

That one-for-all and all-forone attitude is integral to the agency's success, according to Capitol City's owner and president, Dwayne Baker.

“Teamwork is very important to everyone here because it promotes a sense of ‘someone has my back,’” he said. “We share ideas and thoughts to improve our sales and service.

We have team leaders who take their role seriously to ensure that their team is functioning at a high level.”

Employees also cited the emphasis on training and continuing education, the recognition of management and peers, the professionalism, the attitude of integrity and fairness, the workplace flexibility and benefits, and the downright fun of the office environment as reasons they think their agency is the best.

“Honestly from top to bottom this is the best company and job that I have ever experienced. I have never had more fun, success, or opportunity with a job since coming on board with Capitol City Insurance. As a new agent, learning with a lot of questions, it's nice knowing that I can walk into the owner’s, another agent’s or a CSR’s office and they are more than willing to discuss my questions, provide answers or solutions with a smile on their face,” wrote one employee.

Another employee wrote that everyone has the opportunity to advance by taking classes, which the agency pays for, and earning designations. "When we receive a designation we are given a pay increase of $100 per month and we are not limited to how many designations we receive!”

Baker said he’s “extremely proud” to have been nominated for the award. “I am blessed to have a great team of people to work with!”

He added that one of the reasons he entered the insurance career was a desire to meet and interact with a broad spectrum of people. “I truly enjoy meeting new customers, pulling back the curtain on what insurance does and teaching how it helps provide protection from problems,” he said.

Another one of his greatest joys is "passing my knowledge on to new producers and staff,

to watch the light come on in their eyes to see the many ways in which we can serve our customers.”

Baker said he believes Capitol City’s commitment to ethical practices and on treating both customers and insurance carriers well helps to separate the agency from its competitors. “We strive to do the right thing for the carrier and the customer. We work to maintain a high level of expertise in our teams, so we are knowledgeable about issues that pertain to our customers in order to best serve them.”

That philosophy of doing the right thing apparently works for both customers and employees. Said one staff member: “I like to work here because I have been treated with fairness and respect along with our other team members.

I truly trust the owner who demonstrates his integrity and fairness every day and professionalism in running our company. I have been here 25 years and I hope I can continue to be here in the future." Share

this article with a colleague.

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OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 31

NATIONAL | Special Report

Best Agency to Work For - Southeast Benton, Kentucky

Peel & Holland

A Client, Community-First Agency

By Amy O’Connor

F

or the third year in a row, employees of Benton, Ky.-based Peel & Holland have made it clear their agency is one of the best. So much so that 40 out of the 60 employees at the company submitted nominations to Insurance Journal’s annual Best Agency to Work For survey, earning the company enough praise to make it the 2016 Gold Winner for the Southeast.

So what makes this agency so special? According to its employees, it isn’t just one thing but many that make it stand out. "[Peel & Holland] is a team. when an employee needs our help, everyone steps up," said one employee.

Employees praised quarterly performance reviews, a family-oriented company culture, as well as the agency’s com-

mitment to giving back to its community through charitable contributions and charity work.

“I am very proud of my company and the operation of it and the fairness shown to everyone. I truly believe there is no other organization in Western Kentucky or miles beyond that can match what Peel & Holland provides their team members. We are truly a team and a family business,” said one employee nomination.

And while all those “perks” are priceless to agency staff, employees said the company’s dedication to its clients is what truly makes Peel & Holland a “Best Agency.”

“Our agency is a leader in the industry for innovative solutions for the clients we serve. By having the tools and resources to provide options for my clients, I know that the agency has their best interest in mind,” said another employee.

32 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

“This agency has the highest standards in professional ethics. They truly care about their employees, their clients, and the communities we represent. They are not just interested in selling a product.

They work hard to build a wall of protection around each client to protect their home and business and to eliminate or mitigate the risks that make up their personal or professional worlds,” said another.

That client, community-first culture starts at the top, employees said. The company, which offers personal, business and employee benefits coverage, as well as coverages for public entities through its four locations in the state – Benton, Paducah, Mayfield and Murray, has been around since 1924.

Current President Roy Riley said he grew up in the business and took over for his father, R.C. Riley, who still remains Chairman of the Board. Roy Riley said he considers himself “blessed to be part of a family organization.”

“I recognized early on in my life that insurance provides a unique opportunity for a business to engage with its customers,” Riley said. “Insurance is one of the few businesses where in order to perform your job adequately, you have to achieve an in-depth working knowledge of your client’s family or business. This creates a

constant learning environment and provides a new challenge and opportunity every day.”

Employees couldn’t say enough good things about the company’s community service efforts, and love that they are encouraged and given the opportunity to volunteer during work hours.

“Literally every time there’s a community event, there is a Peel & Holland team there.

Whether it’s building playgrounds or painting houses for persons with disabilities or preparing meals for the hungry, our team has a hand in it,” said one employee.

Riley said he and the leadership team are honored to be nominated by its employees as a Best Agency to Work For, but says its the team behind him that deserve the credit.

“If you ask us why Peel & Holland is a Best Agency to Work For, we would tell you it has a lot to do with the team who nominated us. As both professionals and individuals, they are second to none. Their commitment to our clients, their fellow teammates and this organization make Peel & Holland a really special place to be,” Riley said. Share this

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INSURANCEJOURNAL.COM

Congratulations to Insurance Journal’s 2016 Best Agencies to Work For

Overall Winner

East Winners

West Winners Eaton-Provident Group

Cleary Insurance

Bolton & Co.

Rogers & Gray Insurance Agency

MOC Insurance Services

The Rowley Agency

Southeast Winners

Midwest Winners

South Central Winners

Peel & Holland

DSP Insurance Services

Capitol City Insurance

LassiterWare

Kapnick Insurance Group

Eagan Insurance Agency

The Crichton Group

Insurance Center Inc.

TWFG

Idea Exchange

The Competitive Advantage

Strategic Carrier Mistakes and New Blood Opportunities

By Chris Burand

C

arriers have made a huge mistake. Most do not yet get it. Some never will grasp the mistake they’ve made. Some will know but will forever deny they have made the mistake. However, it is a strategic mistake nonetheless.

This mistake has created great opportunities for a few specific entities and for a few very intelligent companies — and significant opportunities exist, for a short time.

The proximate cause of the mistake was when companies quit appointing and developing new agents. The old Aetna (when Aetna was a large P/C carrier for those who do not know) had an innovative new agent program as did a few other companies. Somewhere along the way, someone calculated that these programs were too expensive and/or the return-on-investment (ROI) was too poor. Quite similarly, companies looked at the success rate, on a volume basis, of new agents and determined the results did not justify the hassles of dealing with new agents.

Given the costs and success

rates I saw, their decisions were reasonable based on the time frame considered and the limitations that existed at that time. The decisions were not even short sighted because the negative effects were not realized for at least 10 to 20 years. Most companies’ analytical systems are inadequate to identify the cost today either, but a large cost is definitely being incurred.

Insurance companies are different from other companies. Insurance companies need to be around for decades and decades. This is a text book example of a bad financial analysis because the time frame used in the analysis was wrong. System limitations, text book “seven” year limitations, or CEO time to retirement was substituted for the decadeslong consideration applicable to insurance companies.

Focus on Agency Perpetuation When companies decided to not appoint new agencies, they began focusing on agency perpetuation. An emphasis on agency perpetuation, and it is now a top priority for many carriers, is also misplaced. The true concern of carriers is not agency perpetuation. That is nothing more than a diversion to make everyone “feel” more constructive. The real issue is their fear of large roll-ups of their agencies by private equity and the public brokers. Make no bones about it, they would not be nearly as concerned with agency perpetuation if the roll-ups were not occurring.

Agency perpetuation from a carrier perspective is a play to

34 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

not lose strategy. They emphasize perpetuation because in a perpetual soft market, most companies are at a disadvantage to serial buyers of agencies. The carriers are trapped because they need that volume desperately. Small agencies have no negotiating power. The rollup firms and others have tremendous negotiating power.

Additionally, they do not have to perform as well because in some cases, they are wagging the dog.

By not appointing new agents, the source of new agents dried up, as did the ability to offset the rollups and aggregators. Agencies were never ever going to be perpetuated 1:1 or one perpetuation for every two retirements. Most agencies were never run well enough to perpetuate in the more demanding conditions of today’s market.

The buyers buying these agencies don’t seem to be running them any better and sometimes they are worse.

However, with the volume, today’s buyers don’t have to run the agencies as well relative to their carriers in a perpetual soft market. The dam hasn’t completely broken, but it is leaking profusely.

Failure to Understand

A long time passed between the initiation of this process and today. Many CEOs have come and gone between the decision to not appoint newly created agencies and today’s consequences. From some CEOs’ perspectives and wallets, it never will be a mistake because as the roll-ups get

larger, more pressure will be applied to insurance companies to merge, which we are seeing.

Most selling CEOs make a fair bonus/send-off when they sell their companies. The industry does suffer though because the more concentrated it becomes, the new agencies and the new entrepreneurial blood still can’t find a home unless they promise to sell billions over the internet. When this occurs, it appears some companies appoint these new Silicon Valley agencies sometimes without even verifying all the parties have the appropriate licenses (that subject is for another article).

The key elemental, analytical mistake company analysts/ consultants made was the failure to understand how insurance is truly sold in the insurance agency spectrum.

The vast majority of P/C insurance policies were sold by small, less than five-person offices. Insurance is sold on a personal basis (albeit, getting less personal daily). This means that as people retire, the personal relationship is lost. This means it has to be replaced by new blood building new personal relationships.

A large proportion of all new blood that wants to build new relationships wants to run their own agency (as proven by all the small shops).

This means that internal

perpetuation on a wide scale is more a wish, a dream, than a reality. The human is the deciding factor.

Perpetuation is not about money/financing especially in today’s flooded, monetary-easing world. It is about new blood wanting their own agency and wanting to build their own agency from the ground up rather than buying into an existing agency and dealing with someone else’s relationships.

Approximately 6,000 new independent agencies alone have been created in the last five to eight years, but almost all are writing through other organizations.

This is a key reason a few organizations that provide carrier relationships to start-up firms have been so incredibly successful. Per the advertisements of one such organization, they have assisted in 3,500 new agencies.

They recognized the carriers’ strategic mistake and took full advantage of it.

New Blood Agencies

Once all the nonorganic income items that do not involve U.S. retail sales are eliminated, and especially after adjusting for premium inflation, publicly traded brokers have achieved collectively less than 0 percent organic growth the last five or so years, according to public SEC filings.

Yet the small agencies that companies would

not appoint directly are writing the small commercial and personal lines and growing organically faster than any other market segment. They rake in the sales. Approximately 6,000 new independent agencies alone have been created in the last five to eight years, but almost all are writing through other organizations.

The companies still do not understand the value of direct appointments. Even if these new agencies never write more than $1 million premium, that is $6 billion premium! That is the minimum and they had to write this from scratch so it is pure organic growth. That is likely what they have already written, with more to come.

The industry has only grown $74 billion in total over the last five years. According to A.M. Best, of that, State Farm accounts for $7 billion, Berkshire (including GEICO) accounts for $10 billion, Allstate accounts for $4 billion, USAA accounts for $4 billion, American Family accounts for $2 billion. These five carriers accounts for a total of $27 of the $74 billion in growth.

If you add Progressive ($5 billion), Farmers ($1 billion), Nationwide ($4.5 billion), the total increases to $37.5 billion, roughly half of the entire industry’s increase.

Compare this to Travelers ($1.4 billion), Liberty Mutual ($3.3 billion), Ace/Chubb ($1.7 billion), Hartford ($0.7 billion), CNA ($-0.2 billion), Erie ($1.6 billion), AutoOwners ($1 billion), Tokio Marine including Philadelphia

($1.7 billion), Fairfax ($0.9 billion), Cincinnati ($1.3 billion), Great American ($1.4 billion), Hanover ($0.5 billion), and MetLife ($0.5 billion).

Combined, these are the top independent agency carriers by size, and they have increased by $15.8 billion with premium inflation. The new agencies have contributed a minimum of $6 billion of this!

During this time, rates and exposures overall have increased by approximately 3.5 percent annually for the entire industry (for a total of 16.8 percent). Therefore, a carrier writing $10 billion in 2011, should be writing approximately $11.7 billion in five years, a $1.7 billion increase. Obviously then, much of these carriers’ growth is due to nothing more than rate increases and some exposure growth. (For example, the top 30 carriers combined wrote $314.9 billion in 2011. With a 16.8 percent expected increase, they should have written $367.8 billion in 2015. They wrote $370.1 with Berkshire being the main difference because it grew 50 percent). That means the new blood agents likely generated ALL new business!

The opportunity still exists for a few, smart, insightful carriers to use some of their record surplus to bring new life blood into the industry. Recognize it is human nature to want to run your own business as the key to perpetuation, not perpetuating existing agencies. Share

this article with a colleague.

IJMAG.COM/103QJ Burand is the founder and owner of Burand & Associates LLC based in Pueblo, Colo. Phone: 719-485-3868. E-mail: chris@burand-associates.com.

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 35

Welcome to Insurance Journal’s 2016 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.

Accountants Liability Company

Allied Health Care Professional Liability

Agency Marketing Services

Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services Arlington/Roe Betty Harder & Associates, Inc.

Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Founders Professional Fox Point Programs Herbert H. Landy Insurance

Intercorp, Inc. James River Insurance Company Jorgensen & Company Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers N-Surance Outlets, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. Ohio E & S Agency, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. ProSight Specialty Insurance Target Professional Programs The Hanover Insurance Group Western E&O Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc.

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 WI All States All States AL AZ CO GA IL LA ME MI MO MS NC NM OH OR TN TX VA WI WY AK AZ CA CO HI IL NV NY OH OR TX WA All States All States except AK All States (varies based on class of business) All States except AK KY NH WA (includes Tax Preparers & Bookkeepers) All States All States All States TX All States All States FL GA LA TN All States AZ CA NV All States IN MI OH All States except LA Most States All States All States All States All States Most States Most States AZ CA CO FL NV OR TX UT WA LA NM OK TX

36 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

Company

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

Agency Intermediaries, Inc. Agency Marketing Services

Agentic Insurance, LLC All Solutions PBS, LLC Allsouth Professional Liability ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency Atlantic Risk Specialists Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices CID Insurance Programs, Inc.

Citadel Insurance Services, LC Construction Insurance Partners Cooper & McCloskey, Inc. Delta General Agency Corp.

Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services Executive Insurance Professionals, PLLC International Excess Companies J.M. Wilson

James River Insurance Company Jimcor Agencies Joseph Krar & Associates, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. MarketScout Maverick Commercial Insurance Services MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Morstan General Agency, A div of Hull & Co., Inc. Navigators Pro

States MA RI DC DE GA IL MD NC NJ NY OH PA SC

TN TX VA CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA All States Multiple – please contact us.

All States All States (includes Social Services) TX All States

IL IN WI All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States All States AK AZ CA CO HI IL NV NY OH OR TX WA TX All States CA CA OK GA TX 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 CT MA TX Nationwide AK AZ CA HI NV All States CA All States All States All States All States

INSURANCEJOURNAL.COM

Allied Health Care Professional Liability (continued) Company

NIF Group, Inc. Ohio E & S Agency, Inc. Pacific Coast E&S Insurance Services Partners Specialty Group, LLC Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. ProAssurance Mid-Continent Underwriters, Inc. Professional Liability Specialists Professional Program Insurance Brokerage Promont Advisors, LLC ProWriters Quaker Special Risk - FL MA NJ NY offices Quirk & Company RMIS

Rockwood Programs, Inc. RPS Healthcare Russell Bond & Co., Inc. SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Smith, Bell & Thompson, Inc. Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Ins. Solutions Tejas American General Agency Tennant Risk Services The Hanover Insurance Group tKg Wholesale Brokerage U.S. Risk Insurance Group, Inc. Ultra Risk Advisors USG Insurance Services, Inc. USX/S VGM Specialty Underwriters W. Brown & Associates Insurance Services Western Special Risks, Inc.

States All States IN MI OH CA ID NV OR WA All States OK TX All States except AK KS DC DE FL GA MD NC NJ PA VA WV All States All States All States All States except AR MS All States Most States LA NM OK OR TX WA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI All States (varies based on program) All States Most States All States AL FL GA MS NC SC TX All States All States IL IN WI NC SC VA All States

AR LA NM OK TX All States Most States All States All States All States All States All State All States CA AZ NV

Architects & Engineers Liability Company

Access E&S Insurance Services (VA)

Agency Marketing Services

Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Allsouth Professional Liability Alta Professional Insurance Services (MI) American Specialty Agents Programs, LLC AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe ARMR.Network - Better Insurance By Design Ashley General Agency Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Capitol Special Risks, Inc. CID Insurance Programs, Inc.

Citadel Insurance Services, LC

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. Crouse & Associates DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Erickson-Larsen, Inc. Euclid Architects & Engineers Executive Insurance Professionals, PLLC Founders Professional Fox Point Programs Freberg Environmental, Inc. G.J. Sullivan Company Gorst & Compass Insurance Hall & Company Hill Program Managers, LLC Indemnity Excess & Surplus Agency, Inc. Intercorp, Inc. International Excess Companies Jacobs & Associates, Inc. James River Insurance Company Jimcor Agencies Joseph Krar & Associates, Inc.

INSURANCEJOURNAL.COM

Architects & Engineers Liability (continued)

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA All States All States Multiple – please contact us.

IN IL MI MN OH WI GA All States All States All States All States All States TX All States except AK HI All States IL IN WI All States All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States (includes Oilfield Consultants

PL/GL) All States All States

AK AZ CA CO HI IL NV NY OH OR TX WA All States CA All States CA AZ CA FL NV NY OR UT MN MT ND SD WI WY Most States CA OK GA TX All States except AK All States (varies based on class of business) All States CA CA All States All States Western States All States All States OH All States All States CT MA

Company

K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems Land Design Insurance Group

M.J. Hall & Company, Inc. M.J. Kelly Company MarketScout MAXIMUM Monarch E&S Insurance Services Morstan General Agency, A div of Hull & Co., Inc. N-Surance Outlets, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

Norman-Spencer International, Inc. Ohio E & S Agency, Inc. Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Liability Specialists Professional Underwriters Agency, Inc. ProWriters Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY offices Quirk & Company Roush Insurance Services, Inc. RPS Executive Lines RT Specialty SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Socius Insurance Services, Inc. Southern Insurance Underwriters, Inc. CMGA Specialty Lines Underwriters Sullivan Brokers Wholesale Ins. Solutions Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group tKg Wholesale Brokerage Tokio Marine/HCC U.S. Risk Insurance Group, Inc. USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Company W. Brown & Associates Insurance Services Western E&O Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Woodlands Insurance Services, LLC Worldwide Facilities, LLC

States CA NV OR TX Nationwide AL FL GA IL IN KS KY MI MN MO NC NE OH SC TN TX WA WV

AK AZ CA HI NV AR FL IA IL KS LA MO MS NC OK SC TN TX All States All States AZ CA HI NV TX All States FL GA LA TN All States AZ CA NV AZ CA CO ID NM NV TX UT WY CT MA MD ME NH NJ NY OH PA RI VT All States IN MI OH CA ID NV OR WA OK TX All States All States All States All States All States All States Most States (includes Construction Mgrs) LA NM OK OR TX WA IL IN OH All States All States All States AL FL GA MS NC SC TX All States All States AL FL GA MS NC SC TN IL IN WI All States All States All States AR LA NM OK TX All States Most States All States All States (Includes Contractors PL) All States All States All States Most States CA Most State AZ CA CO FL NV OR TX UT WA AZ NV LA NM OK TX Most States All States

Beauty/ Barbar Shop E&O Company

States

AMIS/Alliance Marketing & Insurance Services All States Ashley General Agency TX Donald Gaddis Co., Inc. Insurance Svcs All States Erickson-Larsen, Inc. MN MT ND SD WI WY First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC

NJ NV NY PA OH OR SC TN TX VA WA International Beauty Brokerage AZ CA NV Joseph Krar & Associates, Inc. CT MA MacNeill Group, Inc., CMGA FL NC SC VA Pacific Coast E&S Insurance Services CA ID NV OR WA Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Program Insurance Brokerage All States RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX WI SASSI - Salon & Spa Specialty Insurance Most States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States VGM Specialty Underwriters All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA

Crime Company

Alliant Insurance Services Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Brownyard Group

States All States IN IL MI MN OH WI All States All States All States Most States (includes first & third party

dishonesty)

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 37

Crime (continued) Company

Cyber Liability (continued)

Capitol Special Risks, Inc. Chubb Cochrane and Company

Commercial Sector Insurance Brokers, LLC Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. eKo Specialty Insurance Services, Inc. Izzo Insurance Services, Inc. LevelFirst Navigators Pro Networked Insurance Agents Philadelphia Insurance Companies Prime Insurance Company Professional Insurance Concepts ProSurance Group, Inc. RPS Technology & Cyber RT Specialty SCU - Middletown Sullivan Brokers Wholesale Ins. Solutions SWBC The Hanover Insurance Group U.S. Brokers Network, Inc. U.S. E&O Brokers W. Brown & Associates Insurance Services Western E&O Woodlands Insurance Services, LLC Worldwide Facilities, LLC

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

All States All States Most States AZ CA FL NV NY OR UT All States

AR AZ CA CO KS LA MI NM NV OK OR TX All States AZ CA CO ID NM NV TX UT WY All States except LA Most States All States All States All States All States (includes Kidnap & Ransom) All States All States TX Most States All States except AK CA HI All States CA Most States Most States All States

Cyber Liability Company

States

A.I.I. Insurance Brokerage of Mass., Inc. MA RI

Agency Intermediaries, Inc. CT Alexander J. Wayne & Associates, Inc. All States All Solutions PBS, LLC All States Alta Professional Insurance Services (MI) IN IL MI MN OH WI American Specialty Agents Programs, LLC GA AMIS/Alliance Marketing & Insurance Services All States AmWINS Group, Inc. - 80 Offices Nationwide All States ARC West Coast Excess & Surplus Brokerage, LLC All States Arlington/Roe All States (includes Privacy & Security) Atlantic Risk Specialists All States Axis Insurance Services, LLC All States Bailey Special Risks, Inc. All States except AK HI Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Capitol Special Risks, Inc. All States Cary-Gruninger Insurance, LLC NV Chubb All States CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN

TX UT WA Cochrane and Company AK AZ CA CO ID MT ND NM NV OR UT

WA WY Commercial Insurance Group Most States Commercial Sector Insurance Brokers, LLC All States Costanza Insurance Agency, Inc. All States CRES Insurance Services, LLC, LLC Most States Delta General Agency Corp.

TX DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eastern E&O Brokers, Inc. Most States Eaton Professional Insurance Services CA Executive Insurance Professionals, PLLC CA OK GA TX Erickson-Larsen, Inc. MN MT ND SD WI WY Franchise Perils All States Gateway Specialty Insurance All States

Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Herbert H. Landy Insurance All States except AK KY NH WA IFD, Insurance for Dentists – Prof Liability for Dentists All States IFL, Insurance for Lawyers – Prof Liability for Lawyers All States Indemnity Excess & Surplus Agency, Inc. Western States International Excess Companies All States Irwin Siegel Agency, Inc. 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 James Klein Insurance Service, Inc. Most States Jimcor Agencies All States Joseph Krar & Associates, Inc. CT MA Keystone Insurance Services, Inc. TX LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX M.J. Hall & Company, Inc. AK AZ CA HI NV MacNeill Group, Inc., CMGA FL NC SC VA Markel Cambridge Alliance All States (includes Cyber Security MarketScout All States MAXIMUM All States

38 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

Company

States

McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Navigators Pro All States Negley Associates All States Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd..

CT MA MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer International, Inc. All States Ohio E & S Agency, Inc. IN MI OH Partners Specialty Group, LLC All States Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States ProSight Specialty Insurance All States ProSurance Group, Inc. All States ProWriters All States Quadrant Insurance Managers All States Rockwood Programs, Inc. All States (varies based on program) RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX WI RPS Executive Lines All States

RPS Technology & Cyber All States RT Specialty All States (includes Privacy & Security) Russell Bond & Co., Inc. Most States SCU - Middletown All States Sierra Specialty All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Ins. Solutions All States SWBC TX Synergy Professional Associates, Inc. All States Tennant Risk Services All States ThinkRisk Underwriting Agency All States tKg Wholesale Brokerage All States U.S. Brokers Network, Inc. All States except AK CA HI U.S. E&O Brokers All States USG Insurance Services, Inc. All States USX/S All States Victor O. Schinnerer & Company Most States W. Brown & Associates Insurance Services CA Western E&O Most States Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA NM OK TX Western World Insurance Group Most States Woodlands Insurance Services, LLC Most States

D&O Liability Company

Access E&S Insurance Services (VA)

Agency Intermediaries, Inc. Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Allsouth Professional Liability Alta Professional Insurance Services (MI) American Specialty Agents Programs, LLC AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Chubb CID Insurance Programs, Inc.

Citadel Insurance Services, LC Cochrane and Company

Commercial Insurance Group Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Costanza Insurance Agency, Inc. CRES Insurance Services, LLC Crouse & Associates Delta General Agency Corp.

Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA CT DC DE FL MD NJ NY PA VA All States All States All States Multiple – please contact us.

IN IL MI MN OH WI GA All States All States All States All States TX All States All States All States except AK HI All States IL IN WI All States All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States Most States

All States TX All States Most States CA AZ CA FL NV NY OR UT CA OK GA TX

INSURANCEJOURNAL.COM

D&O Liability (continued) Company

E&O (General)

Executive Perils Founders Professional Franchise Perils Gateway Specialty Insurance Gorst & Compass Insurance Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liab. Division Herbert H. Landy Insurance Indemnity Excess & Surplus Agency, Inc. Intercorp, Inc. IPA Risk Management, LLC Irwin Siegel Agency, Inc. IT Risk Managers, Inc. J.M. Wilson

Jacobs & Associates, Inc. Jimcor Agencies Jorgensen & Company Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. M.J. Kelly Company MacNeill Group, Inc., CMGA Markel Cambridge Alliance MarketScout MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Midlands Management Corp.

Monarch E&S Insurance Services Monitor Liability Managers Morstan General Agency, A div of Hull & Co., Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

NIF Group, Inc. Pacific Coast E&S Insurance Services Partners Specialty Group, LLC PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Governmental Underwriters Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Liability Specialists Professional Underwriters Agency, Inc. ProWriters Quirk & Company Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office QuoteNBind.com RMIS

Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS Executive Lines RPS Technology & Cyber RT Specialty Russell Bond & Co., Inc. SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Smith, Bell & Thompson, Inc. Socius Insurance Services, Inc. Southern Insurance Underwriters, Inc. CMGA Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Ins. Solutions SWBC Tejas American General Agency Tennant Risk Services The Hanover Insurance Group tKg Wholesale Brokerage U.S. E&O Brokers USG Insurance Services, Inc. Victor O. Schinnerer & Company W. Brown & Associates Insurance Services Western E&O Western Special Risks, Inc. Western World Insurance Group Woodlands Insurance Services, LLC Worldwide Facilities, LLC

INSURANCEJOURNAL.COM

States All States All States except AK All States (includes Franchisor’s D&O) All States

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

Company

States

Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC

TN TX VA Agency Intermediaries, Inc. CT Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA

SC TN TX Agentic Insurance, LLC DC DE FL MD NJ NY PA VA All Risks, Ltd. All States All Solutions PBS, LLC All States Alliant Insurance Services All States ARMR.Network - Better Insurance By Design All States Ashley General Agency TX Atlantic Risk Specialists All States Axis Insurance Services, LLC All States Bailey Special Risks, Inc. All States except AK HI Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Capitol Special Risks, Inc. All States Cary-Gruninger Insurance, LLC NV Chubb All States CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN

TX UT WA Citadel Insurance Services, LC All States Cochrane and Company AK AZ CA CO ID MT ND NM NV OR UT

WA WY

Commercial Insurance Group Most States Commercial Sector Insurance Brokers, LLC All States Construction Insurance Partners All States Continental Risk Insurance Services Most States Costanza Insurance Agency, Inc. All States CRES Insurance Services, LLC Most States Delta General Agency Corp.

TX DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eastern E&O Brokers, Inc. Most States Eaton Professional Insurance Services CA eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT EOforLess.com All States Executive Insurance Professionals, PLLC CA OK GA TX Executive Perils All States First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC

NJ NV NY PA OH OR SC TN TX VA WA Fox Point Programs All States (varies based on class of business) Franchise Perils All States G.J. Sullivan Company CA Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Hall & Company All States Herbert H. Landy Insurance All States except AK KY NH WA

Houston International Insurance Group All States except AK HI Intercorp, Inc. All States International Beauty Brokerage AZ CA NV 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 James Klein Insurance Service, Inc. Most States JLT Facilities, Inc. All States King Insurance Support Systems Nationwide M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group, Inc., CMGA FL NC SC VA Markel Cambridge Alliance All States Maverick Commercial Insurance Services CA

Midlands Management Corp.

All States National Association of Professional Agents (NAPA) All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY Norman-Spencer International, Inc. All States Patriot National Underwriters, Inc. OK TX Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Personal Care & Assisted Living Insurance Center Most States Philadelphia Insurance Companies All States except LA Pro-Risk Insurance Partners, LLC Worldwide Professional Governmental Underwriters All States Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All States Professional Underwriters Agency, Inc. All States ProLawyer Insurance, LLC DC DE MD NJ PA ProSight Specialty Insurance All States ProSurance Group, Inc. All States Quadrant Insurance Managers All States QuoteNBind.com All States except AK HI LA RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX WI Roush Insurance Services, Inc. IL IN OH RPS Technology & Cyber All States RT Specialty All States Russell Bond & Co., Inc. Most States SCU - Middletown All States Socius Insurance Services, Inc. All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Lines Underwriters IL IN WI Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Ins. Solutions All States

Sun Coast General Insurance Agency AZ CA CO NV OR UT

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 39

E&O (General) Company

Employment Practices Liability (EPLI) (continued)

(continued)

SWBC Synergy Professional Associates, Inc. Target Professional Programs Tennant Risk Services The Hanover Insurance Group ThinkRisk Underwriting Agency tKg Wholesale Brokerage Tokio Marine/HCC U.S. E&O Brokers USG Insurance Services, Inc. USX/S VGM Specialty Underwriters Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, LLC

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

Employment Practices Liability (EPLI) Company

Access E&S Insurance Services (VA)

Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Capitol Special Risks, Inc. Cary-Gruninger Insurance, LLC Chubb CID Insurance Programs, Inc.

Cochrane and Company

Commercial Insurance Group Commercial Sector Insurance Brokers, LLC Continental Risk Insurance Services Cooper & McCloskey, Inc. Costanza Insurance Agency, Inc. CRES Insurance Services, LLC Crouse & Associates Delta General Agency Corp.

DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Erickson-Larsen, Inc. Executive Insurance Professionals, PLLC Executive Perils Founders Professional Franchise Perils G.J. Sullivan Company Gateway Specialty Insurance Gorst & Compass Insurance Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liab. Division Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc. International Excess Companies IPA Risk Management, LLC Irwin Siegel Agency, Inc. IT Risk Managers, Inc. Izzo Insurance Services, Inc. J.M. Wilson

Jacobs & Associates, Inc. James Klein Insurance Service, Inc. James River Insurance Company Jimcor Agencies Jorgensen & Company Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. M.J. Kelly Company MacNeill Group, Inc., CMGA MarketScout

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States All States All States Multiple – please contact us.

IN IL MI MN OH WI All States All States All States All States TX All States All States All States except AK HI All States IL IN WI All States All States All States NV All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States Most States All States TX CA All States Most States CA AZ CA FL NV NY OR UT MN MT ND SD WI WY CA OK GA TX All States All States except AK All States CA All States

CA Most States All States All States except AK HI Western States All States All States All States All States except AK HI All States AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH Most States All States All States All States CT MA CA NV OR Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV AR FL IA IL KS LA MO MS NC OK SC TN TX FL NC SC V All States

40 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

Company

States

Environmental E&O Company

Maverick Commercial Insurance Services CA MAXIMUM All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. All States Navigators Pro All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd..

CT MA MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer International, Inc. All States Number One Insurance Agency MA Pacific Coast E&S Insurance Services CA ID NV OR WA Partners Specialty Group, LLC All States Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Personal Care & Assisted Living Insurance Center Most States Philadelphia Insurance Companies All States except LA Professional Governmental Underwriters All States except LA Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists 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 RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX 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 RT Specialty All States Russell Bond & Co., Inc. Most States SCU - Middletown All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Smith, Bell & Thompson, Inc. All States Socius Insurance Services, Inc. All States Specialty Lines Underwriters IL IN WI Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Ins. Solutions All States Synergy Professional Associates, Inc. All States Target Professional Programs All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States The Hanover Insurance Group Most States Tokio Marine/HCC All States U.S. E&O Brokers All States VGM Specialty Underwriters All States Victor O. Schinnerer & Company Most States W. Brown & Associates Insurance Services CA Western E&O Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA NM OK TX Western World Insurance Group Most States Woodlands Insurance Services, LLC Most States Worldwide Facilities, LLC All States

Access E&S Insurance Services (VA)

Agency Intermediaries, Inc. Agentic Insurance, LLC Alliant Insurance Services ARMR.Network - Better Insurance By Design Ashley General Agency Beacon Hill Associates, Inc. Citadel Insurance Services, LC Cochrane and Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Delta General Agency Corp.

DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs eKo Specialty Insurance Services, Inc. Environmental Insurance Services, Inc. Erickson-Larsen, Inc. Executive Insurance Professionals, PLLC Freberg Environmental, Inc. G.J. Sullivan Company Gray-Stone & Company, Inc. Hall & Company

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA CT DC DE FL MD NJ NY PA VA All States All States TX All States

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 TX CA All States AZ CA FL NV NY OR UT All States MN MT ND SD WI WY CA OK GA TX All States CA Most States All States

INSURANCEJOURNAL.COM

Environmental E&O Company

Financial Professionals’ Liability

(continued)

Intercorp, Inc. International Excess Companies J.M. Wilson

Jacobs & Associates, Inc. James River Insurance Company Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. LevelFirst M.J. Hall & Company, Inc. MarketScout Maverick Commercial Insurance Services NeitClem Wholesale Insurance Brokerage, Inc. New England Excess Exchange, Ltd..

Partners Specialty Group, LLC Patriot National Underwriters, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company Roush Insurance Services, Inc. Russell Bond & Co., Inc. Sierra Specialty Strickland Insurance Brokers, Inc. Tejas American General Agency USG Insurance Services, Inc. USX/S VGM Specialty Underwriters Victor O. Schinnerer & Company Woodlands Insurance Services, LLC

States 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 CT MA CA NV OR AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV All States CA AZ CA NV CT MA MD ME NH NJ NY OH PA RI VT All States OK TX DC DE FL GA MD NC NJ PA VA W All States except LA All States All States All States Most States LA NM OK OR TX WA IL IN OH Most States All States NC SC VA AR LA NM OK TX All States All States All States Most States Most States

Fiduciary Liability Insurance Company

Alta Professional Insurance Services (MI) AmWINS Group, Inc. - 80 Offices Nationwide Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Chubb Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Euclid Specialty Managers, LLC Franchise Perils Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liab. Division IPA Risk Management, LLC IT Risk Managers, Inc. Jorgensen & Company Monitor Liability Managers Navigators Pro Negley Associates Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. PBS Insurance Underwriting Corporation Rockwood Programs, Inc. RPS Executive Lines RPS Technology & Cyber RT Specialty Socius Insurance Services, Inc. Sullivan Brokers Wholesale Ins. Solutions Victor O. Schinnerer & Company Western World Insurance Group Worldwide Facilities, LLC

States IN IL MI MN OH WI All States All States All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States Most States All States All States All States except AK HI All States All States All States All States All States All States All States except AK KS All States (varies based on program) All States All States All States All States All States Most States Most States All States

Financial Professionals’ Liability Company

Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Alliant Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Burns & Wilcox — All Offices Cary-Gruninger Insurance, LLC Chubb Citadel Insurance Services, LC Cooper & McCloskey, Inc. CRES Insurance Services, LLC DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. EOforLess.com Executive Perils First Choice Insurance Intermediaries, Inc.

Fox Point Programs IPA Risk Management, LLC Jorgensen & Company

INSURANCEJOURNAL.COM

States DC DE FL MD NJ NY PA VA All States All States All States All States All States NV All States All States AK AZ CA CO HI IL NV NY OH OR TX WA Most States (includes Mortgage Brokers) CA All States Most States All States All States CA CT DE FL GA KS LA MA MD MO NC NJ NV NY PA OH OR SC TN TX VA WA All States (varies based on class of business) All States All States

Company

States All States (includes Investment

Advisor Liability Insurance) All States FL GA LA TN All States AZ CA NV All States Most States All States All States All States All States All States Most States All States All States All States

Hospital Professional Liability Company

Markel Cambridge Alliance

McGowan, Donnelly & Oberheu, LLC (MDO) N-Surance Outlets, Inc. National Association of Professional Agents (NAPA) NeitClem Wholesale Insurance Brokerage, Inc. Partners Specialty Group, LLC Prime Insurance Company Professional Insurance Concepts Professional Liability Specialists ProSurance Group, Inc. RPS Executive Lines RT Specialty Russell Bond & Co., Inc. Target Professional Programs Tennant Risk Services tKg Wholesale Brokerage

(continued)

Burns & Wilcox — All Offices Citadel Insurance Services, LC Construction Insurance Partners Donald Gaddis Co., Inc. Insurance Svcs Greenhill Insurance Services Maverick Commercial Insurance Services Negley Associates Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation PULIC Program – TDC Specialty Insurance Company RPS Healthcare Sullivan Brokers Wholesale Ins. Solutions U.S. E&O Brokers U.S. Risk Insurance Group, Inc. Ultra Risk Advisors USG Insurance Services, Inc. USX/S Worldwide Facilities, LLC

States All States All States All States All States All States CA All States CA ID NV OR WA OK TX All States except AK KS All States (includes Medical Facilities) All States All States All States All States All States All States All States All States

Insurance Agents & Brokers Prof. Liability Company

Agency Marketing Services

Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC Allsouth Professional Liability American Specialty Agents Programs, LLC AMIS/Alliance Marketing & Insurance Services ARC West Coast Excess & Surplus Brokerage, LLC Atlantic Risk Specialists Bailey Special Risks, Inc. Braishfield Associates, Inc. Capitol Special Risks, Inc. CID Insurance Programs, Inc.

Cochrane and Company

Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. Crouse & Associates Delta General Agency Corp.

Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. EOforLess.com Erickson-Larsen, Inc. Executive Perils Founders Professional G.J. Sullivan Company Gorst & Compass Insurance Hall & Company Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc. Insurance Specialties Services, Inc. International Excess Companies IPA Risk Management, LLC IT Risk Managers, Inc. Jacobs & Associates, Inc. James Klein Insurance Service, Inc. James River Insurance Company K&M Henderson Insurance Services, Inc. King Insurance Support Systems LevelFirst MacNeill Group, Inc., CMGA MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services

States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States All States Multiple – please contact us.

GA All States All States All States All States except AK HI All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA 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 TX All States Most States All States MN MT ND SD WI WY All States All States except AK CA CA All States All States except AK HI Western States Most States All States All States All States except AK HI OH Most States All States CA NV OR Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX FL NC SC VA All States All States AZ CA HI NV TX

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 41

Insurance Agents & Brokers Prof. Liability (continued) Company

States

N-Surance Outlets, Inc. FL GA LA TN National Association of Professional Agents (NAPA) All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV NIF Group, Inc. All States Number One Insurance Agency MA Ohio E & S Agency, Inc. IN MI OH Partners Specialty Group, LLC All States PBS Insurance Underwriting Corporation All States except AK KS Personal Care & Assisted Living Insurance Center Most States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Underwriters Agency, Inc. All States ProSight Specialty Insurance All States ProSurance Group, Inc. All States ProWriters All States Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States Rockwood Programs, Inc. All States (varies based on program) RPS Executive Lines All States RPS Plus Companies All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Sun Coast General Insurance Agency AZ CA CO NV OR UT Synergy Professional Associates, Inc. All States Target Professional Programs All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States ThinkRisk Underwriting Agency All States tKg Wholesale Brokerage All States U.S. Brokers Network, Inc. All States except AK CA HI U.S. E&O Brokers All States U.S. Risk Insurance Group, Inc. All States USX/S All States VGM Specialty Underwriters All States W. Brown & Associates Insurance Services CA Western E&O Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA

Lawyers Liability Company

Lawyers Liability

States

Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA

SC TN TX Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States Alliant Insurance Services All States Allsouth Professional Liability Multiple – please contact us.

Alta Professional Insurance Services (MI) IN IL MI MN OH WI AmWINS Group, Inc. - 80 Offices Nationwide All States ARC West Coast Excess & Surplus Brokerage, LLC All States Arlington/Roe All States Atlantic Risk Specialists All States Burns & Wilcox — All Offices All States Cary-Gruninger Insurance, LLC N Cochrane and Company AK AZ CA CO ID MT ND NM NV OR UT

WA WY

Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Crouse & Associates All States DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Executive Perils All States Founders Professional All States except AK Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Herbert H. Landy Insurance All States except AK KY NH WA Intercorp, Inc. All States IFL, Insurance for Lawyers – Prof Liability for Lawyers All States IPA Risk Management, LLC All States James Klein Insurance Service, Inc. Most States James River Insurance Company All States Jimcor Agencies All States JLT Facilities, Inc. All States Jorgensen & Company All States Keystone Insurance Services, Inc. TX M.J. Hall & Company, Inc. AK AZ CA HI NV MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Norman-Spencer International, Inc. All States Number One Insurance Agency MA Ohio E & S Agency, Inc. IN MI OH Partners Specialty Group, LLC All States Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Underwriters Agency, Inc. All States ProLawyer Insurance, LLC DC DE MD NJ PA

42 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

(continued)

Company

Promont Advisors, LLC ProSight Specialty Insurance Quaker Special Risk - FL MA NJ NY office RPS Plus Companies RT Specialty Russell Bond & Co., Inc. Sierra Specialty Smith, Bell & Thompson, Inc. Socius Insurance Services, Inc. Southern Insurance Underwriters, Inc. CMGA Sullivan Brokers Wholesale Ins. Solutions Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group Tokio Marine/HCC U.S. Risk Insurance Group, Inc. USX/S Western E&O Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, LLC

States All States except AR MS All States Most States All States All States Most States All States All States All States AL FL GA MS NC SC TN All States All States All States AR LA NM OK TX All States Most States All States All States All States Most States AZ CA CO FL NV OR TX UT WA All States

Managed Health Care Professional Liability Company

Agentic Insurance, LLC Atlantic Risk Specialists Capitol Special Risks, Inc. Donald Gaddis Co., Inc. Insurance Svcs Erickson-Larsen, Inc. Greenhill Insurance Services Maverick Commercial Insurance Services Pioneer Programs Insurance Solutions, LLC Promont Advisors, LLC RPS Healthcare Sullivan Brokers Wholesale Ins. Solutions Ultra Risk Advisors USX/S VGM Specialty Underwriters Worldwide Facilities, LLC

States DC DE FL MD NJ NY PA VA

All States All States All States MN MT ND SD WI WY All States CA

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

Media Professional Liability Company

A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Atlantic Risk Specialists Bailey Special Risks, Inc. Cary-Gruninger Insurance, LLC Chubb Cooper & McCloskey, Inc. Crouse & Associates Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services First Choice Insurance Intermediaries, Inc.

Fox Point Programs IT Risk Managers, Inc. Jacobs & Associates, Inc. Jimcor Agencies JLT Facilities, Inc. Keystone Insurance Services, Inc. M.J. Kelly Company MacNeill Group, Inc., CMGA Morstan General Agency, A div of Hull & Co., Inc. NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents Ohio E & S Agency, Inc. Prime Insurance Company Pro-Risk Insurance Partners, LLC Professional Liability Specialists ProSight Specialty Insurance ProWriters Quadrant Insurance Managers Quirk & Company RMIS

SCU - Middletown Socius Insurance Services, Inc. Strickland Insurance Brokers, Inc. Tennant Risk Services ThinkRisk Underwriting Agency Tokio Marine/HCC USX/S W. Brown & Associates Insurance Services Western Special Risks, Inc.

States MA RI CT DC DE FL MD NJ NY PA VA All States All States All States All States except AK HI NV All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States CA CA CT DE FL GA KS LA MA MD MO NC NJ NV NY OH OR PA SC TN TX VA WA All States (varies based on class of business) All States except AK HI OH All States All States TX AR FL IA IL KS LA MO MS NC OK SC TN TX FL NC SC VA All States AZ CA NV AZ CA CO ID NM NV TX UT WY IN MI OH Most States| Worldwide All States All States All States All States LA NM OK OR TX WA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI All States All States NC SC VA All States All States All States All States CA AZ NV

INSURANCEJOURNAL.COM

Medical Professional Liability Company

States

Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC

TN TX VA Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA

SC TN TX Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States AmWINS Group, Inc. - 80 Offices Nationwide All States Arlington/Roe All States Ashley General Agency TX Citadel Insurance Services, LC All States Continental Risk Insurance Services Most States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Crouse & Associates All States Delta General Agency Corp.

TX Donald Gaddis Co., Inc. Insurance Svcs All States Eaton Professional Insurance Services CA Fox Point Programs All States (varies based on class of business) G.J. Sullivan Company CA Gray-Stone & Company, Inc. Most States Greenhill Insurance Services All States IFD, Insurance for Dentists – Prof Liability for Dentists All States Indemnity Excess & Surplus Agency, Inc. Western 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

James Klein Insurance Service, Inc. Most States Keystone Insurance Services, Inc. TX MarketScout All States Maverick Commercial Insurance Services CA Monarch E&S Insurance Services AZ CA HI NV TX NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Ohio E & S Agency, Inc. IN MI OH Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Prime Insurance Company Most States ProAssurance Mid-Continent Underwriters, Inc. All States Professional Program Insurance Brokerage All States Promont Advisors, LLC All States except AR MS PULIC Program – TDC Specialty Insurance Company All States Quaker Special Risk - FL MA NJ NY Most States Rockwood Programs, Inc. All States (varies based on program) Roush Insurance Services, Inc. IL IN OH RPS Healthcare All States RT Specialty All States Russell Bond & Co., Inc. Most States Smith, Bell & Thompson, Inc. All States Sullivan Brokers Wholesale Ins. Solutions All States Tennant Risk Services All States Ultra Risk Advisors All States USG Insurance Services, Inc. All States USX/S All States Wholesale Connection Insurance Services CA

Misc. Professional Liability - Medical Fields Company

States

Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC

TN TX VA Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA

SC TN TX All Solutions PBS, LLC All States Allsouth Professional Liability Multiple – please contact us.

Axis Insurance Services, LLC All States Bailey Special Risks, Inc. All States except AK HI Braishfield Associates, Inc. All States (Assisted Living, Home

Healthcare, Mental Health) Continental Risk Insurance Services Most States Donald Gaddis Co., Inc. Insurance Svcs All States Erickson-Larsen, Inc. MN MT ND SD WI WY First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC

NJ NV NY OH OR PA SC TN TX VA WA Gorst & Compass Insurance CA Greenhill Insurance Services All States IPA Risk Management, LLC All States International Excess Companies All States James Klein Insurance Service, Inc. Most States James River Insurance Company All States M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX Maverick Commercial Insurance Services CA Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. All States Negley Associates All States NIF Group, Inc. All States Ohio E & S Agency, Inc. IN MI OH Partners Specialty Group, LLC All States Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Pioneer Programs Insurance Solutions, LLC All States (Nursing Home & Assisted Living) Prime Insurance Company Most States ProAssurance Mid-Continent Underwriters, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Program Insurance Brokerage All States Promont Advisors, LLC All States except AR MS

INSURANCEJOURNAL.COM

Miscellaneous PL - Medical Fields (continued) Company

States All States (Psychoanalysts, Psychiatrists,

Psychologists, Social Workers All States (includes LTC & Assited Living) Most States All States (varies based on program) All States All States AL FL GA MS NC SC TN NC SC VA All States All States All States All States All States AZ CA CO FL NV OR TX UT WA

LA NM OK TX

Miscellaneous Professional Liability Company

Psych Professional Liability, a div of Frenkel & Co.

PULIC Program – TDC Specialty Insurance Company Quaker Special Risk - FL MA NJ NY Rockwood Programs, Inc. RPS Healthcare Smith, Bell & Thompson, Inc. Southern Insurance Underwriters, Inc. CMGA Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Ins. Solutions Tennant Risk Services U.S. Risk Insurance Group, Inc. USX/S VGM Specialty Underwriters Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc.

States

A.I.I. Insurance Brokerage of Mass., Inc. MA RI Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC

TN TX VA Agency Intermediaries, Inc. CT Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA

SC TN TX Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States All Solutions PBS, LLC All States Allsouth Professional Liability Multiple – please contact us.

Alta Professional Insurance Services (MI) IN IL MI MN OH WI American Specialty Agents Programs, LLC GA AMIS/Alliance Marketing & Insurance Services All States ARC West Coast Excess & Surplus Brokerage, LLC All States Arlington/Roe All States ARMR.Network - Better Insurance By Design All States Ashley General Agency TX Axis Insurance Services, LLC All States Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Braishfield Associates, Inc. All States Brownyard Group Most States Burns & Wilcox — All Offices All States Capitol Special Risks, Inc. All States Cary-Gruninger Insurance, LLC NV Chubb All States CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN

TX UT WA Citadel Insurance Services, LC All States (includes Oilfield Consultants

PL/GL) Commercial Insurance Group Most States Commercial Sector Insurance Brokers, LLC All States Construction Insurance Partners All States Continental Risk Insurance Services Most States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Costanza Insurance Agency, Inc. All States CRES Insurance Services, LLC Most States Crouse & Associates All States Delta General Agency Corp.

TX DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eastern E&O Brokers, Inc. Most States eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Executive Insurance Professionals, PLLC CA OK GA TX Executive Perils All States First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO

NC NJ NV NY OH OR PA SC TN TX VA WA Fox Point Programs All States (varies based on class of business) Franchise Perils All States (Vicarious Liability specifically) Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liability Division All States Hall & Company All States Herbert H. Landy Insurance All States except AK KY NH WA Houston International Insurance Group All States except AK HI Indemnity Excess & Surplus Agency, Inc. Western States Intercorp, Inc. All States International Beauty Brokerage AZ CA NV International Excess Companies All States IT Risk Managers, Inc. All States except AK HI Izzo Insurance Services, Inc. All States (includes Security Guards/

Patrol, Alarm Co’s & Investigators 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 Klein Insurance Service, Inc. Most States James River Insurance Company All States Jimcor Agencies All States JLT Facilities, Inc. All States Jorgensen & Company All States Joseph Krar & Associates, Inc. CT MA

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 43

Miscellaneous Professional Liability (continued) Company

States

K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX M.J. Hall & Company, Inc. AK AZ CA HI NV M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group, Inc., CMGA FL NC SC VA MarketScout All States Maverick Commercial Insurance Services CA MAXIMUM All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. All States N-Surance Outlets, Inc. FL GA LA TN Navigators Pro All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd..

CT MA MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer International, Inc. All States Ohio E & S Agency, Inc. IN MI OH Pacific Coast E&S Insurance Services CA ID NV OR WA Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Prime Insurance Company Most States 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 Liability Specialists All States Professional Underwriters Agency, Inc. All States ProSight Specialty Insurance 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 RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX WI Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States RPS Technology & Cyber All States RT Specialty 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 Socius Insurance Services, Inc. All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Lines Underwriters IL IN WI Strickland Insurance Brokers, Inc. NC SC VA Sun Coast General Insurance Agency AZ CA CO NV OR UT SWBC TX Synergy Professional Associates, Inc. All States Target Professional Programs All State Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States The Hanover Insurance Group Most States The Mechanic Group, Inc. All States (Security Guards, Alarm &

Electronic Security firms, PI’s,

Background Screeners) ThinkRisk Underwriting Agency All States

tKg Wholesale Brokerage All States Tokio Marine/HCC All States U.S. E&O Brokers All States U.S. Risk Insurance Group, Inc. All States W. Brown & Associates Insurance Services CA Western E&O Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA NM OK TX Western World Insurance Group Most States Woodlands Insurance Services, LLC Most States Worldwide Facilities, LLC All States

Nonprofits’ Liability Company

All Solutions PBS, LLC AMIS/Alliance Marketing & Insurance Services Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Cary-Gruninger Insurance, LLC Chubb Cochrane and Company

Continental Risk Insurance Services Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs

Nonprofits’ Liability (continued)

States All States All State All States IL IN WI NV All States 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

44 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

Company

Eastern E&O Brokers, Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Erickson-Larsen, Inc. Euclid Specialty Managers, LLC Executive Insurance Professionals, PLLC Executive Perils G.J. Sullivan Company Gateway Specialty Insurance Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liab. Division Indemnity Excess & Surplus Agency, Inc. IT Risk Managers, Inc. Irwin Siegel Agency, Inc. J.M. Wilson

Jacobs & Associates, Inc. Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. M.J. Kelly Company MacNeill Group, Inc., CMGA Monitor Liability Managers Morstan General Agency, A div of Hull & Co., Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd..

NIF Group, Inc. Pacific Coast E&S Insurance Services Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Insurance Concepts ProSight Specialty Insurance Quirk & Company QuoteNBind.com RMIS

Rockwood Programs, Inc. Roush Insurance Services, Inc. RT Specialty Shelly, Middlebrooks & O’Leary, Inc. Socius Insurance Services, Inc. Southern Insurance Underwriters, Inc. CMGA Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Ins. Solutions Tennant Risk Services USG Insurance Services, Inc. VGM Specialty Underwriters Victor O. Schinnerer & Company Western Special Risks, Inc. Western World Insurance Group Woodlands Insurance Services, LLC

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

All States LA NM OK OR TX WA All States except AK HI LA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI All States (varies based on program) IL IN OH All States AL FL GA MS NC SC TX All States AL FL GA MS NC SC TN IL IN WI NC SC VA All States All States All States All States Most States AZ NV Most States Most States

Physicians Professional Liability Company

Alliant Insurance Services Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Founders Professional G.J. Sullivan Company Greenhill Insurance Services IPA Risk Management, LLC James River Insurance Company Keystone Insurance Services, Inc. Maverick Commercial Insurance Services Negley Associates PBS Insurance Underwriting Corporation PULIC Program – TDC Specialty Insurance Company ProSurance Group, Inc. Rockwood Programs, Inc. RPS Healthcare Sullivan Brokers Wholesale Ins. Solutions Tennant Risk Services U.S. Risk Insurance Group, Inc. Ultra Risk Advisors Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, LLC

States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States except AK CA All States All States All States TX CA All States All States except AK KS All States (includes Dentists) All States All States (varies based on program) All States All States All States All States All States AZ CA CO FL NV OR TX UT WA All States

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Public Officials Liability Company

Technology E&O

Alliant Insurance Services Apex Insurance

Bailey Special Risks, Inc. Donald Gaddis Co., Inc. Insurance Svcs Euclid Public Sector Midlands Management Corp.

NIF Group, Inc. Prime Insurance Company Professional Governmental Underwriters

Professional Liability Brokers & Consultants, Inc. Roush Insurance Services, Inc. RPS Executive Lines RT Specialty Victor O. Schinnerer & Company Western World Insurance Group Worldwide Facilities, LLC

States All States All States (includes Law Enforcement &

School Board Liability w/ EPL) All States except AK HI All States Most States All States All States Most States All States (includes Law Enforcement &

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

Real Estate Agents’ Liability Company

States

All Risks, Ltd. All States All Solutions PBS, LLC All States Benchmark Management Group, Inc. IL IN WI Braishfield Associates, Inc. All States Capitol Special Risks, Inc. All States Cary-Gruninger Insurance, LLC NV CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN

TX UT WA

Commercial Sector Insurance Brokers, LLC All States Construction Insurance Partners All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA CRES Insurance Services, LLC Most States (includes Firms/Brokers) Crouse & Associates All States DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eastern E&O Brokers, Inc. Most States eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Executive Insurance Professionals, PLLC CA OK GA TX Executive Perils All States First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC

NJ NV NY OH OR PA SC TN TX VA WA Fox Point Programs All States (varies based on class of business) Gorst & Compass Insurance CA Greenhill Insurance Services All States Herbert H. Landy Insurance All States except AK KY NH WA (includes

Real Estate Appraisers E&O) Houston International Insurance Group All States except AK HI Intercorp, Inc. All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI Jacobs & Associates, Inc. OH Jimcor Agencies All States K&M Henderson Insurance Services, Inc. CA NV OR Keystone Insurance Services, Inc. TX King Insurance Support Systems Nationwide M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group, Inc., CMGA FL NC SC VA MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Morstan General Agency, A div of Hull & Co., Inc. All States N-Surance Outlets, Inc. FL GA LA TN National Association of Professional Agents (NAPA) All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV New England Excess Exchange, Ltd..

CT MA MD ME NH NJ NY OH PA RI VT Norman-Spencer Agency, Inc. All States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States ProWriters 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 RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX WI SCU - Middletown All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Lines Underwriters IL IN WI Sun Coast General Insurance Agency AZ CA CO NV OR UT Synergy Professional Associates, Inc. All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States tKg Wholesale Brokerage All States Tokio Marine/HCC All States USG Insurance Services, Inc. All States Victor O. Schinnerer & Company Most States Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA NM OK TX Western World Insurance Group Most States

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Company

States

A.I.I. Insurance Brokerage of Mass., Inc. MA RI Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC

TN TX VA Agency Intermediaries, Inc. CT Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Alexander J. Wayne & Associates, Inc. All States All Solutions PBS, LLC All States Alta Professional Insurance Services (MI) IN IL MI MN OH WI AmWINS Group, Inc. - 80 Offices Nationwide All States ARC West Coast Excess & Surplus Brokerage, LLC All States Arlington/Roe All States Ashley General Agency TX Atlantic Risk Specialists All States Axis Insurance Services, LLC All States Bailey Special Risks, Inc. All States except AK HI Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Braishfield Associates, Inc. All States (includes Cyber & Privacy) Burns & Wilcox — All Offices All States Cary-Gruninger Insurance, LLC NV CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN

TX UT WA Citadel Insurance Services, LC All States Cochrane and Company AK AZ CA CO ID MT ND NM NV OR UT

WA WY Continental Risk Insurance Services Most States Cooper & McCloskey, Inc. (includes Cyber Liability) AK AZ CA CO HI IL NV NY OH OR TX WA Crouse & Associates All States DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eaton Professional Insurance Services CA Executive Perils All States First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC

NJ NV NY OH OR PA SC TN TX VA WA Founders Professional All States except AK Fox Point Programs All States (varies based on class of business) G.J. Sullivan Company CA IFD, Insurance for Dentists – Prof Liability for Dentists All States IFL, Insurance for Lawyers – Prof Liability for Lawyers All States Indemnity Excess & Surplus Agency, Inc. Western States Intercorp, Inc. All States International Excess Companies 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 James Klein Insurance Service, Inc. Most States Jimcor Agencies All States JLT Facilities, Inc. All States (includes Cyber Liability/

Privacy Insurance) Joseph Krar & Associates, Inc. CT MA Keystone Insurance Services, Inc. TX King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MarketScout All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Morstan General Agency, A div of Hull & Co., Inc. All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd..

CT MA MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Pacific Coast E&S Insurance Services CA ID NV OR WA Patriot National Underwriters, Inc. OK TX Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA (includes Integrated

Technology) Pro-Risk Insurance Partners, LLC Worldwide Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All State Professional Underwriters Agency, Inc. All States ProWriters 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 RMIS AZ CA IA IL IN MI MN MO NE NM NV OH

OR TX WI Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States

RPS Technology & Cyber All States RT Specialty All States SCU - Middletown All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Socius Insurance Services, Inc. All States Specialty Lines Underwriters IL IN WI Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Ins. Solutions All States Synergy Professional Associates, Inc. All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States The Hanover Insurance Group Most States

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 45

Technology E&O (continued) Company

Title Agents E&O

ThinkRisk Underwriting Agency tKg Wholesale Brokerage Tokio Marine/HCC U.S. Risk Insurance Group, Inc. USX/S VGM Specialty Underwriters W. Brown & Associates Insurance Services Western E&O Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, LLC

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

Company

States

Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA

SC TN TX Axis Insurance Services, LLC All States Capitol Special Risks, Inc. All States CRES Insurance Services, LLC Most States Delta General Agency Corp.

TX Donald Gaddis Co., Inc. Insurance Svcs All States Erickson-Larsen, Inc. MN MT ND SD WI WY Founders Professional All States except AK Fox Point Programs All States except AK HI Houston International Insurance Group All States (varies based on class of business) Intercorp, Inc. All States MarketScout All States MAXIMUM All States N-Surance Outlets, Inc. FL GA LA TN New England Excess Exchange, Ltd..

CT MA MD ME NH NJ NY OH PA RI VT Partners Specialty Group, LLC All States Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All States ProSight Specialty Insurance All States Quaker Special Risk - FL MA NJ NY Most States RPS Plus Companies All States Tennant Risk Services All States TitlePac, Inc. All States except AK ME VT Tokio Marine/HCC All States U.S. Risk Insurance Group, Inc. All States Victor O. Schinnerer & Company Most States

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Professional Liability Directory - Alphabetical Directory of Markets 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 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 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 Agency Marketing Services 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., Ste. 100, King of Prussia, PA 19406 Phone: 610-900-0060 ; Fax: 610-900-0070 E-mail: Tkatona@agenticins.com Website: www.agenticins.com Alexander J. Wayne & Associates, Inc. 2551 N. Clark St., Ste. 601, Chicago, IL 60614 Phone: 773-305-7685 ; Fax: 773-328-1259 E-mail: vladantos@ajwayne.com Website: www.ajwayne.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 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 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 Allsouth Professional Liability 9800 4th Street N, Ste. 400, St. Petersburg, FL 33702 Phone: 800-913-9260 ; Fax: 813-282-0994 E-mail: info@allsouth.net Website: www.allsouth.net Alta Professional Insurance Services (MI) 14141 Farmington Rd., Livonia, MI 48154 Phone: 866-532-2582 ; Fax: 734-786- 0067 E-mail: pallen@altaproinsurance.com Website: www.altaproinsurance.com Apex Insurance 404 E. Ramsey, Ste. 114, San Antonio, TX, 78216 Phone: 210-812-5658 ; Fax: 210-340-8986 E-mail: hughes@apexinsurance.com Website: www.apexinsurance.com ARMR.Network - Better Insurance By Design CA dba: Dybdahl & Associates Insurance Agency, LLC 7780 Elmwood Ave., Ste. 130, Middleton, WI 53562 Phone: 608-836-9590 ; Fax: 608-836-9565 E-mail: Marketing@armr.net Website: www.armr.net

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American Specialty Agents Programs, LLC P.O. Box 88776, Atlanta, GA 30356 Phone: 404-580-1853 E-mail: jim@go-to-asap.com Website: www.go-to-asap.com

Braishfield Associates, Inc.

AMIS/Alliance Marketing & Insurance Services P.O. Box 567, San Marcos, CA 92079 Phone: 760-471-7116 ; Fax: 760-471-9378 E-mail: snowell@amiscorp.com Website: www.amisinsurance.com

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

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 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

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 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

5750 Major Blvd., Ste. 200, Orlando, FL 32819 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: mwooten@braishfield.com Website: www.braishfield.com

Burns & Wilcox — All Offices

See Web for Addresses - HQ - Detroit/Farmington Hills, MI Phone: 248-932-9000 ; Fax: 248-932-9046 E-mail: farmingtonhills@burns-wilcox.com Website: www.burnsandwilcox.com

Internationally recognized for its expertise, Burns & Wilcox is North America’s most capable independently owned insurance wholesale broker and underwriting manager. Burns & Wilcox makes securing coverage for the hard-to-place easy, with proficiency across a broad range of disciplines supported by our unrivaled brokerage and underwriting experts.

Capitol Special Risks, Inc. 1000 Parkwood Cir, Ste. 925, Atlanta, GA 30339 Phone: 770-956-0125 ; Fax: 770-956-9779 E-mail: LLevinson@csrisks.com Website: www.csrisks.com

Atlantic Risk Specialists One International Blvd., Ste. 350, Mahwah, NJ 07945 Phone: 941-870-3125 ; Fax: 201-661-7816 E-mail: jdumont@arspecialists.com Website: www.arspecialists.com

Cary-Gruninger Insurance, LLC 216 E. Liberty St., Reno, NV 89501 Phone: 775-331-7770 ; Fax: 775-351-1763 E-mail: carygruninger@gmail.com Website: www.carygruninger.wix.com/carygruninger

Axis Insurance Services, LLC 795 Franklin Ave., Ste. 206, Franklin Lakes, NJ 07417 Phone: 201-847-9175 ; Fax: 201-847-9174 E-mail: info@axisins.com Website: www.axisins.com

Chubb 3 Mountain View Rd., Warren, NJ 07059 Phone: 908-903-3396 ; Fax: 908-903-3246 E-mail: erosenberg@chubb.com Website: www.chubb.com/us/professionalliability

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

CID Insurance Programs, Inc. 7125 El Cajon Blvd., Ste. 3, San Diego, CA 92115 Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: info@cidinsurance.com Website: www.cidinsurance.com

Baker Insurance and Bonds, LLC Las Vegas, NV Phone: 702-906-0888 E-mail: info@yesbaker.com Website: www.yesbaker.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

Citadel Insurance Services, LC 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

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.

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 47

Professional Liability Directory - Alphabetical Directory of Markets Cochrane and 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

DFCORBY Insurance Services P.O. Box 6297, Fullerton, CA 92834 Phone: 714-213-3751 E-mail: denn@dfcorby.com Website: www.dfcorby.com

First Choice Insurance Intermediaries, Inc.

Commercial Insurance Group 1773 S. 8th St., Ste. 200, Colorado Springs, CO 80905 Phone: 1-855-900-2960 ; Fax: 719-623-4699 E-mail: submissions@cig-llc.biz Website: www.cig-llc.biz

Donald Gaddis Co., Inc. Insurance Svcs 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

Founders Professional 147 2nd St. S, Ste. 203, St Petersburg, FL 33701 Phone: 727-498-6503 ; Fax: 727-498-6506 E-mail: robb@founderspro.com Website: www.founderspro.com

Commercial Sector Insurance Brokers, LLC 600 Corporate Pkwy, Ste. 250, Birmingham, AL 35242 Phone: 205-332-8117; Fax: 205-776-1610 E-mail: landrews@comsectorins.com Website: www.comsectorins.com

Eastern E&O Brokers, Inc. 41-A New London Tpke, Glastonbury, CT 06033 Phone: 800-967-5606 ; Fax: 860-633-3086 E-mail: eastern@useo.com Website: www.easterneobrokers.com

Fox Point Programs 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-499-7242 ; Fax: 302-472-8529 E-mail: info@foxpointprg.com Website: www.foxpointprg.com

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

Eaton Professional Insurance Services

Franchise Perils 11845 W. Olympic Blvd, Ste 750, Los Angeles, CA 90064 Phone: 310-444-9333 ; Fax: 310-444-9355 E-mail: petert@franchiseperils.com Website: www.franchiseperils.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

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 Costanza Insurance Agency, Inc. 9101 LBJ Freeway, Ste. 150, Dallas, TX 75243 Phone: 800-346-0942 ; Fax: 972-991-2139 E-mail: b.costanza@cia-tx.com Website: www.costanzainsurance.com CRES Insurance Services, LLC 15010 Avenue of Science, Ste. 100, San Diego, CA 92128 Phone: 858-618-1648 ; Fax: 858-618-1655 E-mail: info@cresinsurance.com Website: www.cresinsurance.com

Crouse & Associates

650 California St., Ste. 1100, San Francisco, CA 94108 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.

Delta General Agency Corp.

P.O. Box 2045, Houston, TX 77252 Phone: 713-570-2700 ; Fax: 713-570-2800 E-mail: billf@deltains.com Website: www.deltains.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

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

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

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

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

G.J. Sullivan Company 2400 E. Katella Ave., Ste. 500, Anaheim, CA 92806 Phone: 714-221-9509 ; Fax: 714-876-2274 E-mail: mejiae@gjs.com Website: www.gjsullivan.com

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 Erickson-Larsen, Inc. 6425 Sycamore Court No., Maple Grove, MN 55369 Phone: 763-535-0055 ; Fax: 763-535-0477 E-mail: appsmnoffice@ericksonlarseninc.com Website: www.ericksonlarseninc.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 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 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

Gateway Specialty Insurance 1170 Devon Park Dr., Wayne, PA 19087 Phone: 877-977-4474 E-mail: info@gatewayspecialty.com Website: www.gatewayspecialty.com Gorst & Compass Insurance 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-0900 ; Fax: 818-507-1133 E-mail: mail@gorstcompass.com Website: www.gorstcompass.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

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; Atlanta, GA; Los Angeles, CA; Denver, CO; and Toronto, Ontario.

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

48 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

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Professional Liability Directory - Alphabetical Directory of Markets

Greenhill Insurance Services 4801 Woodway Dr., Ste. 235W, Houston, TX 77056 Phone: 832-413-4600 E-mail: ghsubmission@grnhll.com Website: www.grnhll.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

Hall & Company 19660 NE 10th Ave., Poulsbo, WA 98370 Phone: 360-598-3700 ; Fax: 360-598-3703 E-mail: submittals@hallandcompany.com Website: www.hallandcompany.com

International Beauty Brokerage P.O. Box 20199, El Cajon, CA 92021 Phone: 800-552-8870 ; Fax: 800-332-5611 E-mail: contactus@beauty2000.org Website: www.beauty2000.org

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

International Excess Companies 3700 Park East Dr., Ste. 250, Beachwood, OH 44122 Phone: 216-797-9700 ; Fax: 216-342-7442 E-mail: kennethkukral@intlxs.com Website: www.intlxs.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

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

Leading national program manager for Real Estate Agents & Brokers, Appraisers and Accountants Professional Liability insurance programs with coverage provided by an A+ -rated carrier. We now offer admitted and affordable Cyber coverage with broad coverage features. Providing exceptional service & experience for over 65 years.

Irwin Siegel Agency, Inc. 25 Lake Louise Marie Rd., Rock Hill, NY 12775 Phone: 800-622-8272 ; Fax: 845-796-3661 E-mail: siegel@siegelagency.com Website: www.siegelagency.com

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 IFD, Insurance for Dentists – Professional Liability for Dentists 555 North Ln., Ste. 6060, Conshohocken, PA 19428 Phone: 800-970-9778 ; Fax: 610-941-9889 E-mail: jfoconnor@nsminc.com Website: www.ifdfordentists.com

The industry’s most respected name for Dentists Professional Liability.

IFL, Insurance for Lawyers – Professional Liability for Lawyers 555 North Ln., Ste. 6060, Conshohocken, PA 19428 Phone: 800-970-9778 ; Fax: 610-941-9889 E-mail: jjrizzo@nsminc.com Website: www.iflforlawyers.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 Joseph Krar & Associates, Inc. P.O. Box 580, Southington, CT 06489 Phone: 860-628-3967 ; Fax: 860-628-3969 E-mail: submissions@jkrar.com Website: www.jkrar.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

IT Risk Managers, Inc. 4225 Okemos Rd., Ste. B, Okemos, MI 48864 Phone: 517-381-9909 ; Fax: 517-381-8699 E-mail: submissions@itriskmanagers.com Website: www.ITRiskmanagers.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

Izzo Insurance Services, Inc. 150 S. Bloomingdale Rd., Bloomingdale, IL 60108 Phone: 800-800-1704 ; Fax: 630-582-2803 E-mail: info@izzoinsurance.com Website: www.izzoinsurance.com

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

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

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

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

LevelFirst 5501 LBJ Fwy, Dallas, TX 75240 Phone: 972-499-4580 ; Fax: 214-736-8628 E-mail: vplein@level1st.com Website: www.level1st.com

James Klein Insurance Service, Inc. 200 E. Sandpointe Ave., Ste. 310, Santa Ana, CA 92637 Phone: 714-918-0914 Ext. 115 ; Fax: 714-918-0921 E-mail: pkdz@aol.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

The industry’s most respected name for Lawyers Professional Liability.

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 Specialties Services, Inc. 946 Town Center, New Britain, PA 18901 Phone: 215-918-0505 E-mail: mary.smith@issisvs.com Website: www.issisvs.com

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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!

M.J. Kelly Company 4415 E. State Highway D, Springfield, MO 65809 Phone: 800-725-7211 ; Fax: 417-883-7103 E-mail: vgoodin@mjkelly.com Website: www.mjkelly.com MacNeill Group, Inc., CMGA 1300 Sawgrass Corporate Pkwy, Ste. 300, Sunrise, FL 33323 Phone: 954-331-4800 ; Fax: 954-331-4848 E-mail: mgmarketing@macneillgroup.com Website: www.macneillgroup.com

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 49

Professional Liability Directory - Alphabetical Directory of Markets Markel Cambridge Alliance 4600 Cox Rd., Glen Allen, VA 23060 Phone: 800-691-1515 ; Fax: 804-527-7755 E-mail: gseveringhaus@markelcorp.com Website: www.markelinvestmentadvisors.com

Navigators Pro One Penn Plaza, New York, NY 10119 Steven (D&O): 732-623-5656 ; Henry (E&O): 847-285-9047 D&O: skuuskvere@navg.com ; E&O: HLopez@navg.com Website: www.navg.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

Underwriter for Errors & Omissions insurance for Registered Investment Advisors (RIA’s) and Investment Advisory Representatives (IAR’s). All 50 states.

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

Pennock Insurance, Inc. 2 Christy Dr., Ste. 100, Chadds Ford, PA 19317 Phone: 800-662-5182 ; Fax: 484-631-0816 E-mail: mail@pennockins.com Website: www.pennockins.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

Personal Care & Assisted Living Insurance Center, LLC 195 Stock St., Ste. 118B, Hanover, PA 17331 Phone: 800-673-2558 ; Fax: 717-630-1188 E-mail: nfo@pcalic.com Website: www.PCALIC.com

Networked Insurance Agents 443 Crown Point Cir, Unit A, Grass Valley, CA 95945 Phone: 800-682-8476 ; Fax: 888-843-2535 E-mail: sales@networkedins.com Website: www.networkedins.com

Philadelphia Insurance Companies

MarketScout 12700 Park Central Dr., Ste. 300, Dallas, TX 75251 Phone: 866-507-3980 ; Fax: 972-934-4299 E-mail: professionalliability@marketscout.com Website: www.marketscout.com Maverick Commercial Insurance Services 23945 Calabasas Rd., Ste. 107, Calabasas, CA 91302 Phone: 818-223-0011 ; Fax: 818-223-1102 E-mail: georgeluka@maverickinsure.com Website: www.maverickinsure.com

MAXIMUM 222 S. Riverside Plaza, Ste. 2340, Chicago, IL 60606 Phone: 312-466-4877 ; Fax: 312-559-0930 E-mail: pato@maxib.com Website: www.maxib.com McGowan, Donnelly & Oberheu, LLC (MDO) 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 Management Corp.

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 233 S. Wacker Dr., Ste. 3900, Chicago, IL 60606 Phone: 312-800-6200 ; Fax: 312-207-1839 E-mail: contactus@monitorliability.com Website: www.monitorliability.com Morstan General Agency, A division of Hull & Co., Inc. 1835 Banks Rd., Margate, FL 33063 Phone: 954-583-4722 ; Fax: 516-302-8951 E-mail: pwoodard@morstan.com Website: www.morstan.com N-Surance Outlets, Inc. P.O. Box 2600, Roswell, GA 30077 Phone: 800-366-1450 ; Fax: 770-971-7608 E-mail: jmurrey@nsoins.com Website: www.nsoins.com 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

New England Excess Exchange, Ltd. 57 Parker Rd., Barre, VT 05641 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 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 Ohio E & S Agency, Inc. 5800 Monroe St., Bldg. A, Sylvania, OH 43560 Phone: 419-885-2400 ; Fax: 419-885-7285 E-mail: jeff.pearse@ohioeands.com Website: www.ohioeands.com Pacific Coast E&S Insurance Services 2235 Mercury Way, Ste. 110, Santa Rosa, CA 95407 Phone: 707-573-9136 ; Fax: 707-573-9761 E-mail: info@pacificcoastes.com Website: www.pacificcoastes.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 Patriot National Underwriters, Inc. P.O. Box 803143, Dallas, TX 75380 Phone: 972-239-1458 ; Fax: 972-233-3487 E-mail: corky.ellis@patriotnational.com Website: www.patriotnational.com

50 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

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

An Excess and Surplus lines carrier specializing in hard to place, declined and unconventional risks for liability, professional, property and casualty coverage. Rated A- by A.M. Best. Offices in Chicago and Salt Lake City.

Pro-Risk Insurance Partners, LLC 21 St. Andrews, Glastonbury, CT 06033 Phone: 860-305-9477 E-mail: traci@pro-riskinsurance.com Website: www.Pro-RiskInsurance.com ProAssurance Mid-Continent Underwriters, Inc. 2 Riverway, Ste. 750, Houston, TX 77056 Phone: 713-965-6850 E-mail: cburton@proassurance.com Website: www.proassurancemidcontinent.com

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

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Professional Liability Directory - Alphabetical Directory of Markets Professional Insurance Concepts 105 Eisenhower Pkwy, 4th FL, Roseland, NJ 07068 Phone: 973-461-2181 ; Fax: 973-364-9629 E-mail: DGriffin@ProInsConcepts.com Website: www.ProInsConcepts.com Professional Liability Brokers & Consultants, Inc. 175 E. Hawthorn Pkwy, Ste. 310, Vernon Hills, IL 60061 Phone: 847-816-4480 ; Fax: 847-816-4484 E-mail: erv@plbc.com Website: www.plbc.com Professional Liability Ins. Svcs, Inc. Underwriting Facilities 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 Liability Specialists 1308 Wickford Ln., Lanoka Harbor, NJ 08734 Phone: 609-339-2104 E-mail: anthony@plsins.com Website: www.plsins.com

PULIC Program – TDC Specialty 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: creid@qsr-insurance.com Website: www.quakerspecialrisk.com Quirk & Company P.O. Box 792030, San Antonio, TX 78279 Phone: 800-299-9421 ; Fax: 210-340-4075 E-mail: lvazquez@quirkco.com Website: www.quirkco.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

RT Specialty 500 W. Monroe, 28th Fl, Chicago, IL 60661 Phone: 312-651-6000 ; Fax: 312-651-6096 E-mail: marketing@rtspecialty.com Website: www.rtspecialty.com 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

QuoteNBind.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

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

RMIS

SCU - Middletown 421 Wadsworth St., Middletown, CT 06457 Phone: 860-347-9600 ; Fax: 860-347-9611 E-mail: jryczek@scui.com Website: www.scui.com/offices/middletown

ProLawyer Insurance, LLC P.O. Box 1657, Newtown, PA 18940-0920 Phone: 215-525-3293 ; Fax: 215-394-7010 E-mail: info@prolawyer.com Website: www.ProLawyer.com

Rockwood Programs, Inc. 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-558-8808 ; Fax: 302-764-5477 E-mail: sales@rockwoodinsurance.com Website: www.rockwoodinsurance.com

Promont Advisors, LLC 1 E. Wacker Dr., Ste. 1920, Chicago, IL 60601 Phone: 312-262-3331 ; Fax: 312-262-63301 E-mail: estellern@promontadvisors.com Website: www.promontadvisors.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

ProSight Specialty Insurance 412 Mt. Kemble Ave., Ste. 300C, Morristown, NJ 07816 Phone: 973-532-1900 E-mail: inquiries@prosightspecialty.com Website: www.prosightspecialty.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

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

RPS Healthcare

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

RPS Healthcare specializes in medical professional liability insurance for all segments of the healthcare industry. We deliver quality insurance solutions at a competitive price for healthcare institutions.

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

Psych Professional Liability, 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/psychoanalyst-program

INSURANCEJOURNAL.COM

11845 W. Olympic Blvd, Ste. 750, Los Angeles, CA 90064 Phone: 213-293-8402 E-mail: Ulistening@quotenbind.com Website: www.QuoteNBind.com

22860 Savi Ranch Pkwy, Yorba Linda, CA 92887 Phone: 714-738-1383 ; Fax: 714-921-1160 E-mail: bbailey@rmismga.com Website: www.RMISmga.com

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 Highway 22, Bridgewater, NJ 08807 Phone: 908-685-7650 E-mail: Frank_Figaro@RPSins.com Website: www.thepluscos.com

Shelly, Middlebrooks & O’Leary, Inc. P.O. Box 2909, Jacksonville, FL 32203-2909 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, Inc. 100 Bank St., Ste. 500, Burlington, VT 05401 Phone: 802-658-4600 ; Fax: 802-658-6191 E-mail: willisnhprograms@willis.com Website: www.willisprograms.com

Socius Insurance Services, Inc. 301 Howard St., Ste. 1030, San Francisco, CA 94105 Phone: 415-778-0310 ; Fax: 415-778-0315 E-mail: Chook@sociusinsurance.com Website: www.sociusinsurance.com Southern Insurance Underwriters, Inc. CMGA P.O. Box 105609, Atlanta, GA 30348 Phone: 678-498-4500 ; Fax: 678-498-4600 E-mail: marketing@siuins.com Website: www.siuins.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 Strickland Insurance Brokers, Inc. P.O. Box 8010, Goldsboro, NC 27533 Phone: 888-495-4950 ; Fax: 888-997-9970 E-mail: markc@sibrokers.com Website: www.sibrokers.com

OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 51

Professional Liability Directory - Alphabetical Directory of Markets Sullivan Brokers Wholesale Ins. Solutions 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

Tokio Marine/HCC 2300 Clayton Rd., Ste. 1100, Concord, CA 94520 EPL: Chris Murphy - 415-277-2475 - CMurphy@tmhcc.com AE/CP: Jim Bechter - 925-305-2115 - jbechter@tmhcc.com All other: Ed Velasquez - 914-242-7865 - evelasquez@tmhcc.com Website: www.tmhcc/#liability

U.S. Brokers Network, Inc.

VGM Specialty Underwriters 6750 Antioch Rd., Ste. 305, Merriam, KS 66204-1289 Phone: 800-203-3233 ; Fax: 866-469-1177 E-mail: glenda.dowell@vgmsu.com Website: www.VGMSU.com Victor O. Schinnerer & Company 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

SWBC 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

1832 Woodmoor Dr., Ste. 101, Monument, CO 80132 Phone: Jan: 719-488-5502 | John: 201-744-0394 E-mail: submissions@usbrokersnetwork.com or Jan Vaughn - jan@usbrokersnetwork.com John Morrow - john@usbrokersnetwork.com Website: www.usbrokersnetwork.com

W. Brown & Associates Insurance Services 19000 MacArthur Blvd., Ste. 600, Irvine, CA 92612 Phone: 949-851-2060 ; Fax: 949-428-1298 E-mail: jdelvecchio@wbais.com Website: www.wbais.com

Synergy Professional Associates, Inc. 100 Passaic Ave., Ste. 145, Fairfield, NJ 07004 Phone: 973-995-0500 ; Fax: 973-995-0501 E-mail: irad@synergy-ins.com Website: www.synergy-ins.com

U.S. Brokers Network, Inc. is an independent Program Administrator providing admitted and non-admitted Insurance Agents and Brokers E&O products and services to P&C Retail Agents and Brokers, Wholesalers, MGAs, MGUs, and Program Administrators. Coverage is written on a very broad form which eliminates the need for additional coverage parts or manuscript endorsements.

Western E&O 2155 Louisiana Blvd., NE, Ste. 10100, Albuquerque, NM 87110 Phone: 505-837-2727 ; Fax: 505-837-2828 E-mail: mbeaumont@westerneando.com Website: www.westerneando.com

Target Professional Programs 1230 E. Diehl Rd., Ste. 350, Naperville, IL 60563 Phone: 331-333-8239 ; Fax: 630-961-0284 E-mail: SReidy@TargetProIns.com Website: www.TargetProIns.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

Tejas American General Agency 1620 La Jaita Dr., Ste. 300, Cedar Park, TX 78613 Phone: 888-999-8242 ; Fax: 512-342-2803 E-mail: marketing@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 ThinkRisk Underwriting Agency 347 W. 36th St., Ste. 203, New York, NY 10018 Phone: 646-612-7808 ; Fax: 646-612-7819 E-mail: rkhan@thinkriskins.com Website: www.thinkriskins.com TitlePac, Inc. 15200 Traditions Blvd., Bldg C, Edmond, OK 73013 Phone: 800-331-9759 ; Fax: 918-683-6842 E-mail: underwriting@titlepac.com Website: www.titlepac.com tKg Wholesale Brokerage 2525 E. Camelback Rd., Phoenix, AZ 85016 Phone: 602-325-5549 ; Fax: 602-352-1892 E-mail: bfrey@tkgins.com Website: www.tkgins.com

Western Security Surplus Insurance Brokers, Inc. 5800 Granite Pkwy, Ste. 300, Plano, TX 75024 Phone: 888-977-3255 ; Fax: 972-702-0504 Website: www.wssib.com

U.S. E&O Brokers

820 Gessner Rd., Ste.1680, Houston, TX 77024 Phone: 713-984-1370 x 142 ; Fax: 281-480-1335 E-mail: insurance@useo.com or Angela Schroder- angela@useo.com Website: www.useo.com

U.S. E&O Brokers is an independent retail Agent who provides competitive Professional Liability products and services to P&C Retail Agents and Brokers, Wholesalers, MGAS, MGUs and Insurance Companies on a nationwide basis. Coverage is placed with insurers who are rated Aor better. U.S. E&O Brokers has been in this line of business for over twenty years providing excellent coverage, competitive pricing and outstanding service.

U.S. Risk Insurance Group, Inc. 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 USG Insurance Services, Inc. 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: 724-754-9007 ; Fax: 724-265-5751 E-mail: kskender@usgins.com Website: www.usgins.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 Website: www.westernsurplus.com

Western World Insurance Group

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 Woodlands Insurance Services, LLC P.O. Box 8369, The Woodlands, TX 77387 Phone: 281-367-5010 ; Fax: 281-367-5013 E-mail: drewk@woodlandsinsurance.com Website: www.woodlandsinsurance.com Worldwide Facilities, LLC 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

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

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NATIONAL | News & Markets continued from page 10

this industry, the pursuit of growth is a race to the bottom,” Schreiber writes on the company’s web site.

A P2P insurer invites users to form small groups of policyholders who pay premiums into a pool to pay claims, but members get any leftover funds at the end of the policy period. Lemonade says it will donate any leftover funds, or underwriting profit, each year on customers’ behalf to a cause of their choice.

Lemonade Inc. is a public benefit corporation that promises that social impact is part of its business model.

“Instead of making our money from denying claims, as is the norm within the industry, we treat your premiums as your money (shocking!), take a flat fee for our services, and return what’s left to a cause of your choosing,” the company’s blog tells its customers.

Lemonade is not the only P2P insurance venture. Germany has friendsurance (founded in 2010), the United Kingdom has Guevara, and China has TongJuBao.

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OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 53

Idea Exchange

Sales & Marketing

14 Ways to Sabotage Your Sales Career for sales.” Maybe. But probably not. Poor training, inadequate support, and unrealistic expectations can each play a role.

Even so, what causes potentially good salespeople to fail has little or nothing to do with poor sales skills. The real harm is self-inflicted. Salespeople sabotage themselves. And here’s how they wreck their sales careers:

1. Tell a customer they will take care of something and then don’t do it. Why worBy John Graham

S

ales managers scratch their heads.

“Right from the start, I was so sure Carl would be a top performer. I would have put money on it. But before I knew it, he crashed

and burned.”

It’s an old story, one that often ends with the same words, “I wasn’t cut out

ry about it? It’s nothing an “I’m sorry,” a little schmoozing, a bouquet of flowers, or a gift card can’t correct. Anyway, it wasn’t that important. That’s not how customers see it. Their actions reveal the truth of who they are.

2. See themselves as special. The “sales-

person’s disease” is catching and it’s transmitted by rubbing shoulders with other salespeople. The major symptom is the belief that they’re the reason for the company’s success so that gives them permission to break the rules, and to look down on everyone else. Oh, yes, the disease is fatal.

3. Puff up their record. No

salesperson needs to take a course in “The Fine

Art of Amplification.” Whether it’s with customers, each other or the boss, exaggeration comes naturally for too many salespeople. And, then, they come to believe their own baloney.

4. Avoid asking for help. Many salespeo-

ple see themselves as operating on their own, beholden to no one, and totally responsible for their destiny. And that includes asking for help, which they view as a sign of weakness and something they can’t live with — even when it costs them customers.

5. Criticize but don’t contribute. You

know these salespeople, they’re quick to tell you what’s wrong in every part of the company: why revenues are down, what’s wrong with the product line, or who in management should be dumped. Yet, when asked to contribute their ideas or make suggestions, they have nothing to say.

6. Do enough to get by. They’re guided by some preset internal gauge that sets strict limits, letting them go only so far before banging on the brakes. These are outliers to be sure. They’re ignored when there’s a crisis or unexpected crunch. In a word, they’re superfluous to the company’s success.

7. Ignore deadlines. It started out

early in life. Their school projects were always late and they always arrived with an attached excuse.

Now their reports are predictably late, along with customer proposals, along with just about everything else, even expense reports.

It’s as if deadlines were made for others, not for them. And they can’t figure out why the boss has it in for them.

8. Always make sure they look good.

Whether it’s customers, associates, or the 54 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

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boss, their goal is to make sure that, at all cost, they come out looking good. They avoid taking responsibility (a sign of weakness) at all cost. Although they don’t see it, their behavior is so transparent no one trusts anything they say or do.

9. Sell what they want to sell.

Salespeople always have favorite customers, but many also have pet products.

They’re not complex, don’t cause problems, and they’re easy to sell. Some come with a robust commission. Whether or not they’re a good fit for customers is not the issue.

It started out early in life.

Their school projects were always late and they always arrived with an attached excuse. Now their reports are predictably late, along with customer proposals, along with just about everything else.

and wins them over. So they get the jargon down pat and stay on top of the latest corporate speak. Yes, customers want to be impressed, but not with jargon. What they want is a salesperson who takes time to understand them by asking good questions and who makes sure they’re comfortable with their buying decision.

13. Decide who will buy and who won’t.

They may be smart, savvy, and have lots of experience. They’ve come face-to-face with just about every type of customer and they think they know who will buy and who won’t. All they need is a couple of seconds. It’s as if they have a sixth sense about customers. Some salespeople have it and some don’t.

It sounds so good, it’s almost convincing. But it’s just plain nonsense, an exercise in self-deception. In selling it’s what the customer thinks that counts, not what’s floating around in a salesperson head.

14. Believing that customers love them.

It’s The Great Sales Con Game. It’s easy for salespeople to think customers love them: “You are the best.” “I don’t know what we’d do without you.” “We’re so lucky you came along.” It’s enough to make the ego do somersaults. It’s feel good stuff, but here’s the question that counts: Do your customers respect you?

When you think about it, it isn’t easy to sabotage a sales career. Yet, if you put your mind to the task, you can do it. Share

this article with a colleague.

IJMAG.COM/13FT Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com, 617-774-9759 or johnrgraham.com.

10. Cut corners. Shrinking the job to

reduce work is a disease that infects may sales careers. “Forget it. It’s just means extra work,” “I don’t have time to do that,” or “Frankly, that’s crazy. Who comes up with such stupid ideas?” Every salesperson has heard such words whispered in sales meetings or has seen eyes roll. Selling success comes from enhancing the process, not cutting it down to your own size.

11. Think that they’ve got it made. From

all indications, they’ve worked hard, done a good job, and enjoyed the rewards. As they see it, they’ve paid their dues. Now it’s time to cut them some slack so they can set their own pace. It’s time for a little preferential treatment like getting some of the better leads. If that’s what’s going through their mind, they’re on your way — out, not up.

To give real service you must add something which cannot be bought or measured by money— only sincerity and integrity. Douglas Adams

Frenkel/AIG Psychoanalysts Professional Liability Program For over 40 years, Frenkel & Company has proudly delivered our exclusive insurance products to psychoanalysts industry wide, including APsaA members. This insurance program and other insurance products are a testament of both our knowledge and our commitment to this prestigious industry. We appreciate the opportunity to serve you.

Kenneth C. Hegel, Jr. Senior VP/Unit Manager, Frenkel & Company khegel@frenkel.com // 201-356-0057

www.frenkel.com

12. Lay on the jargon. They believe using all the right words impresses customers INSURANCEJOURNAL.COM

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OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 55

Idea Exchange

Emerging Risks

Microbeads: Bad for You, Bad for the Environment

By Tom Barrett

Y

ou wake up in the morning, brush your teeth and wash your face. The toothpaste and face wash go down the drain and you’ll never see it again… right? Wrong! What if I told you some of the ingredients, known as microbeads, found in your toothpaste and face wash could end up back in your stomach?

Microbeads are small manufactured solid plastic particles, typically less than one millimeter in diameter (or about the size of a grain of sand), made of polyethylene, polypropylene or polystyrene.

They are the latest in a long line of pollutants to be put to use before their impacts to the environment are known. In a culture where we want everything better, faster and cheaper…chemicals and products are used first and their affects worried about later. or polychlorinated biphenyls (PCBs), asbestos, lead and now microbeads.

Microbeads are often added to act as an exfoliant or application enhancer in personal hygiene products such as soaps, face

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washes, cosmetics and toothpaste. They were first introduced in 1972 and are used in more than 100 consumer products currently. Consumers using products containing microbeads often wash the product down the bathroom drains in their homes, which drain into the sewer system making their way to wastewater treatment plants.

The majority of wastewater treatment equipment used today is unable to filter or remove microbeads, which ultimately get deposited into waterways as a pollutant.

Microbeads do not easily degrade, accumulating in waterways and potentially in drinking water. They make their way into rivers, lakes and oceans when treated wastewater is released into these bodies of water.

A study conducted by New York’s Office of the Attorney General in late 2014, titled “Discharging Microbeads to Our Waters: An Examination of Wastewater Treatment plants in New York, ” “detected microbeads in the effluent samples from 25 of the 34 treatment plants participating in this study, suggesting that microbeads are being discharged at the majority of treatment plants operating across New York State.” (http://www.ag.ny.gov/ pdfs/2015_Microbeads_Report_FINAL.pdf) It is estimated that more than eight trillion microbeads are introduced into waterways in the United States each day, according to the American Chemical Society.

Food Chain At-Risk

Once in the water, microbeads bio-accumulate. They are often mistaken for food, being ingested by zooplankton. These small marine creatures are then consumed by larger species such as fish, mussels and oysters and ultimately by humans. While polyethylene, polypropylene and polystyrene are generally non-toxic plastics INSURANCEJOURNAL.COM

tem for the rest of our lifetime and beyond.

The views and opinions expressed in this article are those of the individual author and do not reflect the views of Everest Insurance, Everest National Insurance Co. and/or its affiliates.

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IJMAG.COM/13SQ Barrett is head of environmental at Everest Insurance.

He has been in the insurance industry for 11 years with the past four years at Everest. Email: tom.barrett@ everestre.com. Phone: 908-604-7029

Advertisers Index there is little known about their toxicity at a micro size. Microbeads may bind with toxins like PCBs and other compounds because of the irregular shape and possibly static charge, releasing their harmful effects when ingested.

The potential time and cost associated with retrofitting equipment to effectively eliminate microbeads from effluent wastewaters is significant. The consensus amongst environmental professionals is in order to eliminate microbeads from effluent water discharge, the source of the microbeads must be eliminated. This means removing microbeads from personal hygiene products.

Mary Creagh, chairwoman of the Environmental Audit Committee in the United Kingdom, said in an article published by The Independent: “The most

On Dec. 28, 2015, President Obama signed into law H.R. 1321, the Microbead-Free Waters Act of 2015.

The bipartisan legislation will begin to phase out the use of microbeads from personal care products on July 1, 2017. The sale of cosmetics containing microbeads will be banned beginning in July, 2018, and over the counter drugs containing microbeads will be banned by July, 2019.

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effective way to reduce microplastic pollution is to prevent plastic from entering our waters in the first place…Cosmetic companies need to clean up their act and phase out the plastic microbeads causing marine pollution.”

Long Term Effects

The long term effects of microbeads, and the legal liability associated with the potential effects of microbeads in the environment, may not be known for years. Companies whose products contain microbeads should be prepared.

In general, most commercial general liability policies contain a total or absolute pollution exclusion, which likely eliminates coverage for bodily injury or property damage caused by microbeads. Thus, companies may wish to explore with their insurance agents alternative options to address their needs, including a specialty environmental product such as a products pollution liability policy, that might address claims associated with microbead pollution.

As is the case with many environmental/ pollution issues, we as a society are late to the game. The trend appears to be to use now and worry about the effects later. Why can’t we study the effects of these harmful materials before it’s too late? The damage is done. Microbeads are everywhere and they’ll continue to remain in the ecosys-

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OCTOBER 3, 2016 INSURANCE JOURNAL | NATIONAL | 57

Closing Quote In the Midst of a Cyber Bubble the insurance industry, it is hard not to observe that we seem to be on the verge of a “cyber bubble.”

By Noah Skillin

C

yber security is a rapidly growing area of concern for executives across the world. The costs that can arise from a cyber breach can be catastrophic to a business.

As a result, the cyber insurance market has ballooned over the past 10 years, as organizations are now recognizing that they are living in a “when” not an “if” scenario for facing a cyber or data breach.

According to a Net Diligence Study in 2014, the average cyber insurance claim payout was $733,109. This includes costs for crisis communication and legal expenses, in addition to the corrective and restorative measures. Beyond the technical challenges, the reputational risk exposure can be irrecoverable.

From cyber hacks at large retailers, to hacking information of government databases, the need for protection is clear.

We know that cyber risk is not slowing down or going away any time soon, but as a risk management professional in

The growth of cyber attacks and underestimating of losses in the insurance market closely resembles what happened in the long-term care insurance market.

Since the first cyber insurance policy was placed in 1997, the market has rapidly evolved; however, it is still in its infancy.

Coupled with a rate of cyber attacks much greater than could have been anticipated, insurers have certainly mispriced the risk in failing to account for the level of losses they will be forced to pay out in the coming years.

In insurance and risk management, generally actuarial teams price risks based on past loss data and historical performance. As a new class of risk emerges, the lack of backward looking data makes pricing these risks difficult.

Additionally, even the so-called experts in the industry are not able to fully understand how to prevent cyber breaches.

58 | INSURANCE JOURNAL | NATIONAL OCTOBER 3, 2016

As the need for cyber insurance grows, more organizations are purchasing policies, where capital injections to the cyber insurance industry are outpacing losses being paid out. As the pace of losses occurring increases the capital being charged will not be sufficient to cover these high claim costs.

As a result, insurance carriers will be forced to re-price their policies and some will exit the cyber insurance market entirely, leaving organizations scrambling to secure a solution to protect them at a time when they are facing financial and reputational

losses from these rapidly occurring breaches.

The growth of cyber attacks and underestimating of losses in the insurance market closely resembles what happened in the long-term care insurance market. This “bubble” was profiled by Forbes in 2012 , when insurers did not anticipate as high a rate or dollar value of losses for which they would be responsible when they first went to market. As a result, they could not continue offering policies for the prices they set. Many firms, including big name carriers like John Hancock and MetLife, exited the long-term care insurance market altogether due to the downward strains this put on their balance sheets. Carriers that remained in the industry were forced to re-price the risks, which left individuals footing a higher bill for the same, or in some cases less coverage.

As more institutions get hacked, more losses will come in, and consequently it looks from the surface that the cyber insurance market will greatly change.

Noah Skillin is the chief operating officer and a founding member of Risk Cooperative, a Washington, D.C.based insurance and risk advisory firm.

Website: www.riskcooperative.com.

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