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ACROSS CANADA

InsurancePeople M AY 2 01 5

On the road again Father knows best Point taken

Salt of the earth A cut above the rest

mutual growing

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Wawanesa Insurance:

the that won’t stop

Market Finder starts page 27


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Edmonton broker Irfan Manji and new bride Masuma made plenty of new friends while honeymooning in the Indonesian province of Bali. Story on page 78.

Contents VOLUME 20 

C OV E R S T O RY

10 | The mutual that won’t stop growing  From its humble beginnings in rural Manitoba 118 years ago, Wawanesa Mutual Insurance Company has grown from representing farmers in the province to one of the largest p&c insurers in Canada. Writer Keith Norbury chats with Jeff Goy, the insurer’s president and ceo.

NUMBER 3

M AY 2 0 1 5

F E AT U R E S

14 | Father knows best

Twenty-odd years ago Evan Miles, who had climbed to the higher ranks of the firefighting profession, was considering changing careers. So he talked to his father, Jack Miles, a longtime Edmonton-area adjuster, who suggested work that didn’t entail running into burning buildings. Evan took heed, and the advice paid off.

16 | Point taken

Her love for the Edmonton Oilers inspired former AgPro Insurance broker Sandra Ward of Edmonton, Alta. to return to an art form she began practising in high school. Her pointillist pieces have raised money for a variety of charitable causes, and some hang in the Hockey Hall of Fame.

23 | Salt of the earth

Two factors led to Sean McNamara becoming a broker. He had always wanted to attend his dad’s alma mater, Hamilton’s Mohawk College. But it was the car accident that took his father’s life that got him interested in the insurance program offered there.

69 | A cut above the rest

MARKET FINDER starts on page 27

D E PA RT M E N T S 7 StreetTalk 81 TradeTalk 73 Storefront 81 Ad index 78 TravelTalk 82 Q&A

Cover: Jeff Goy, president & ceo of Wawanesa Insurance. Photos by Ian McCausland.

Maintaining a work-life balance can be a challenge for Angela Mazerolle, superintendent of insurance and pensions with the provincial government in New Brunswick, a job that includes helping protect insurance consumers. What’s her secret? Keeping family a priority is one of them.

76 | On the road again

Brenda MacKenzie was a much-travelled regional vp for Wawanesa Insurance in Moncton, N.B. when she was asked if she’d be willing to relocate. She put the question to husband Alan, who replied, ‘Why not?’ She’s now the company’s vp, Northern Alberta region.

‘‘

Loyalty and trust are a big part of our success,” says Holly Emsland, co-owner, with husband Christopher, of Emsland Insurance Services in Kamloops, B.C. “Kamloops is also a small enough town that there’s still an appreciation for owner-operated small businesses.

Story page 73


property

|

auto

|

business

“You buy insurance — the key is when you actually have to make a claim.” ~ Christine Nelson Economical policyholder

Christine Nelson and her travelling companion were excited to be on a road trip to Vancouver to meet mutual friends. But one unlucky lane change later, she was left with a crumpled car and derailed plans. Unsure what to expect when she dialed the number on her insurance slip, all of her worries were alleviated when Economical’s friendly claims staff answered her call. Because their story is ours too. Watch real claims journeys at economicalinsurance.com/stories

The Economical brand includes the following property and casualty insurance companies: Economical Mutual Insurance Company, Perth Insurance Company, Waterloo Insurance Company, The Missisquoi Insurance Company, Federation Insurance Company of Canada. ©2015 Economical Insurance. All rights reserved. Economical® and related trademarks, names and logos are the property of Economical Mutual Insurance Company and are registered and/or used in Canada. All other trademarks are the property of their respective owners.


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StreetTalk

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Please email StreetTalk suggestions to editor@insurancewest.ca

T

Confederation Bridge, New Brunswick

Co-operators acquires Premier; Burke exits Western Financial

he Co-operators has acquired the Vancouver-based Premier group of companies. Premier’s management team, including ceo Troy Moreira, will remain in place and the firm will operate as an independent entity as part of The Co-operators group of companies. “Premier celebrated its 25th year in business last Moreira year, and this deal will cement its future for the next 25 years,” said Moreira. “The same approach to business that has allowed us to excel and grow since our founding will continue to drive our success in the years ahead.” Premier, a full-service managing underwriting agency and a pioneer in pleasurecraft coverage, has had a successful relationship for more than a decade with The Co-operators, mostly through its commercial insurance subsidiary Sovereign General. Founded in 1989, it has more than 100 employees in five offices in Canada and the U.S. The group of companies includes Premier Marine Insurance Managers Group,

Premier Canada Assurance Managers and Pacific Coast E&S. “We are committed to preserving Premier’s nature as a managing underwriting agency, benefiting from strong relationships with domes­ tic and inter­national Bardswick

underwriting partners,” said Kathy Bardswick, president and ceo of The Co-operators. “The deal will create new opportunities for future growth for both sides.”

BURKE LEAVES WESTERN Jeff Burke is gone as president and ceo of Western Financial Group. His sudden departure was announced in

a short, tersely worded news release issued by the company. There was no word as to why – either from Burke himself, who would not Burke return phone calls, or from the company, although Senator Scott Tannas, Western founder and

COOL RUNNING

The fifth annual Rogers Insurance Run for L’Arche in Calgary, Alta. attracted 525 participants and 175 volunteers. The recent event, which included a half marathon, five-mile run and a one-km fun run, raised $50,000 for L’Arche Calgary. There were 81 participants from the insurance industry, with corporate teams from Economical Insurance, RSA, Aviva, Scott Ventura, Crawford & Company, McLennan Ross LLP and Matson, Driscoll & Damico LLP. Employees from Economical, Rogers Insurance, Belfor, ClaimsPro, Inowest Insurance, ServiceMaster and RCC North DKI were among the volunteers this year. The run has raised more than $200,000 since 2011. L’Arche creates homes and day programs for the developmentally disabled. It was founded in 1964 by Jean Vanier and now has 150 communities in 40 countries. L’Arche Calgary has five homes in the city, a supported independent living program and a day program. Photo shows ServiceMaster of Calgary’s volunteers and cheerleaders. IP

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F O R M E R LY I N S U R A N C E W E S T

May 2015 Volume 20 • Number 3 MANAGING EDITOR Don McLellan 604-436-4900 • toll-free 1-800-998-5211 editor@insurancewest.ca ASSOCIATE EDITORS Ron Shorvoyce 306-352-2660 • toll-free 1-855-352-2660 rshorvoyce@insurancewest.ca Sarah Polson 604-875-7768 spolson@insurancewest.ca EDITORIAL CONTRIBUTORS Laurie Jones, John Lekich, Keith Norbury ADVERTISING SALES Tonya Earle, John Harbottle 604-874-1001 • toll-free 1-800-888-8811 tearle@insurancewest.ca jharbottle@insurancewest.ca PUBLICATION MANAGERS Cathryn Day, Fran Burnside ART DIRECTOR Wil Wong MANAGING PUBLISHER Susan Mellor PUBLISHER Bill Earle

Kenneth R. Wilson Awards

Honourable Mention

Insurance People is published six times a year in Jan., Mar., May, Jul., Sep., Nov. for the general insurance industry by Insurancewest Media Ltd. 661 Market Hill, Vancouver BC  V5Z 4B5. Tel 604-874-1001 • Fax 604-874-3922. Email: manager@insurancewest.ca www.insurancewest.ca Change of address? Please send old address label along with new address. Insurance People is a national publication with about 12,000 copies distributed on a controlled circulation basis to general insurance brokerages, independent ­adjusting firms, insurance companies, wholesalers and risk managers throughout Cana­da: B.C., the Prairies, Ontario, the Maritimes and three northern territories. Included are major insurance associations and ­organizations as well as selected insurance services, suppliers and trades. All rights reserved. Material appearing herein may not be reproduced in print or electronically without proper credit and written permission of the publisher. The opinions expressed in Insurance People are not necessarily those of the publisher or its advertisers. Insurance People and Insurancewest are registered trademarks of Insurancewest Media Ltd. Insurancewest Media Ltd. produces Insurance People (formerly Insurancewest), BC Broker, British Columbia Insurance Directory and Prairies Insurance Directory. POSTMASTER Returns to PO Box 3311 Stn Terminal, Vancouver BC V6B 3Y3 CPC Publications Mail Agreement #40027261 Printed in Canada • ISSN 2292-2849

8  May 2015  Insurance People

former president and ceo, did make himself available for an interview. When asked by Insurance People if Burke left on good terms, Tannas said, “It’s only fair to all concerned that the answer is, ‘There is no answer.’” He did add, however: “Jeff was a good guy, with integrity. I really enjoyed working with Tannas him, and I liked him.” Tannas is temporarily taking over the role of president and ceo. He says a number of issues have to be revisited about what the company requires in a successor, appearing to raise a question about Burke’s fit with Western. “I want to make sure I understand where the business is, what the challenges are, and make sure we’re putting our resources in the right place. I want to make sure everybody understands and is aligned with the vision for the future so that we wind up being able to find the right person based on what skills we all agree we need in a leader.” Only after the assessment is complete, Tannas says, will Western go to the market to find the right leader. He thinks the company could be in a recruiting mode by fall. Burke, a U.S. citizen and a Colorado native, was appointed president and ceo of Western in September 2013 after serving first as president of its network division. He came to Western from Allstate Canada Group; he had also worked with Allstate in the U.S. Western is based in High River, Alta. and is owned by Desjardins Financial Group.

SWISS RE LEADERSHIP Veronica Scotti, who joined Swiss Re

in 1999 in London, is the new president and ceo of Swiss Re Canada. She has a broad background in reinsurance and risk management. “I am very grateful for this exciting opportunity,” Scotti said. “Canada is an important market to Swiss Re, and I’m looking forward to Scotti working with our clients and staff.” Scotti reports to Swiss Re Americas president and ceo Eric Smith and will continue to be a member of the company’s Americas management team. Most recently, Scotti was responsible for some of the company’s largest clients headquartered in the U.S. and a team of key account managers. She also has

extensive cross-functional team leadership experience. “Swiss Re has a strong history in Canada, writing our first business there back in 1911,” Smith said. “Veronica’s appointment underlines our continued commitment to the market. She has extensive international experience, and I have every confidence that she will maintain, and build on, our reputation as an industry leader in the country.”

GLOBAL EXPANSION Fairfax Financial Holdings, headquartered in Toronto, has reached an agreement to acquire all of the outstanding shares of Brit PLC. Brit is a global Lloyd’s specialty insurer and reinsurer. In a release, Fairfax Financial said Brit’s major presence in Lloyd’s and its disciplined approach to underwriting make it a natural candidate to join Fairfax’s expanding worldwide specialty operations. “Brit has an outstanding track record over the last 10 years and will continue to operate on a decentralized basis once owned by Fairfax,” said Prem Watsa, chairman and ceo of Fairfax. “With the acquisition, Fairfax will have a significant top-five position at Lloyd’s. We look forward Watsa to working with Mark (Cloutier, ceo) and the entire Brit team to further develop their business over the longer term.”

CLIENT EXPERIENCE Keal Technology has introduced a team of client experience advisors to its payroll to better respond to the needs of its broker-partners. The new team of advisors is comprised of Marie-France Laniel, Tracey Paish and Pam Laniel Stoehr. Laniel comes to Keal with 15 years’ experience in the software training industry. Paish joined the Keal team from Applied Systems, where she was a trainer as well as an Paish account rep for Western Canada. Stoehr also comes to Keal from Applied Systems, where she was a senior account rep for 10 years. “If we are truly measStoehr insurancepeople.ca


uring our success by the successes of our broker-partners, then we have to ensure each experience they have with us is one that positively impacts our relationship and the relationships they have with their clients,” said Pat Durepos, president of Keal. “The client experience advisor will proactively work with our clients and empower them to use the tools and technology available to them in order to do just that.”

HUEBNER LEADS LS president of Lloyd Sadd Insurance Brokers, headquartered in Edmonton, Alta. Huebner joined Lloyd Sadd in 1996, serving the firm over the years as a personal lines processor, an account executive, Huebner director of sales and vp of sales. He is a graduate of the University of Alberta. “As an active leader and shareholder within our business, Chris has worked hard to learn the Sadd business of insurance from the ground up,” said T. Marshall Sadd, the firm’s ceo. “He is truly a product of the Lloyd Sadd culture, and his experience will be a valuable addition to our organization as we execute our strategy.”

CANADIAN OWNERSHIP The restoration firm PuroClean Canada, which also offers continuing education classes to insurance industry personnel and property service providers, has been acquired by Canadian entrepreneur Gordon Gamble from its U.S. parent company PuroSystems. The purchase makes PuroClean Canada a wholly Canadian-owned and based business. Gamble came out of retirement in 2008 to Gamble join PuroSystems as the director of franchise development in Canada. PuroClean Canada was created in January 2010 to manage and support all Canadian franchise operations. As president, Gamble helped grow the brand to 31 franchise locations in five provinces. “Gordon’s incredible passion and belief in the PuroClean brand has brought him to the well-deserved position he’s in today,” said Steve White, president and insurancepeople.ca

©thinkstockphotos.ca/agsandrew

Chris Huebner has been appointed

TECH AWARDS

Intact Financial Corporation was the big winner at the 2015 Insurance Canada Technology Awards for its new visual user interface that leverages geocoding to enable underwriters to make faster, more informed decisions regarding new and renewal policies. The interface technology was provided by DMTI Spatial. The first runner-up was Independent Broker Resources Inc., a for-profit corporation owned by the Insurance Brokers Association of Ontario, for Fleetadvisor, a web-based fleet management product sold by brokers that helps fleet managers manage risk and set driving score benchmarks for drivers. The technology is from Quindell Solutions. Toronto-based Johnson Inc., part of the RSA Group, and RSA tied for second runner-up. Johnson adopted Peril Score, an Opta Information Intelligence product which predicts the likelihood and severity of water, fire, wind, hail and crime loss by geocoded property address. RSA was recognized for a live chat feature on its WebBusiness personal lines portal that makes the interaction between brokers and RSA agents easier and more seamless. The technology is by LivePerson Inc. The People’s Choice Award went to Industrial Alliance Auto and Home Insurance, which deployed a new underwriting, policy administration, billing, claims and customer management platform for its operations in Quebec. The platform was created by EIS Group. The first runner-up for the People’s Choice Award was Intact Financial Corporation for its new interface. Efficiencies achieved during the quoting process resulted in a 15 per cent reduction in processing time and ultimately lower claims costs. The second runner-up was Cornerstone Insurance Brokers of Woodbridge, Ont. for using the Engage product to survey its consumer engagement in real time. Technology by Keal Technology and Navicom. IP

coo of PuroSystems. “Nobody is more trustworthy or better equipped to lead that growth than Gordon.”

CRIME SERVICES Mario Silvestre has been appointed vp,

analytics and operations, and Alexander Adeyinka has been named the chief privacy officer and general counsel at Canadian National Insurance Silvestre Crime Services (Canatics). Silvestre has 25 years’ experience in auto insurance claims management working for insurers such

as The Co-operators and RSA. Most recently he was director of shared services at RSA, and he has prior experience working with the same data analytics technology being used by Canatics. Adeyinka was most recently associate privacy officer and senior regulatory counsel with Rogers Adeyinka Communications. He has more than 20 years’ experience as a lawyer in the communications industry. “Their experience, skills and versatility will be a great benefit to Canatics,” said Continued on page 12 Insurance People  May 2015  9


COVER STORY

Wawanesa Insurance The mutual that won’t stop growing

S

The mutual’s executive office is now in Winnipeg.

The Manitoba mutual omething in a Prairie campfire, or maybe it was the jar of whisky they whose first policy covered a shared, inspired two men on a summer evening 120 years ago to embark $600 threshing machine has on a bold venture. grown over the last 118 years The pair, Alonzo Fowler Kempton and Charles Kerr, would convince 20 Manitoba farmers to invest $20 each to create the Wawanesa Mutual Into employ 2,600 people in surance Company. The first policy insured a threshing machine for $600. Canada and the U.S. and The three-year premium was $24. write $2.6 billion in annual It’s a humble story told in detail in Old Pathways New Horizons, published during the premiums. “What it means mutual’s centennial in 1996 and retold on the company website. From that modest start – there was a surplus of $5.96 after its first year – Wawanesa has grown to become one to be a policyholder who of the country’s largest insurance companies. It employs 2,600 people in owns part of the Canada and the U.S., writes $2.6 billion in premiums annually for two milBy Keith Norbury company,” says Jeff lion policyholders and continues to be rated A+ Superior by A.M. Best. Goy, Wawanesa’s president Throughout its history the insurer has remained closely connected with its Prairie roots. Head office, for example, is still in Wawanesa, a village of 592 people that is as and ceo,“is at the heart of what quaint today as it was in the days Kempton and Kerr first set up shop. we’ve always believed in.” “We certainly take pride – and I particularly take pride, being born and raised in the

10  May 2015  Insurance People

insurancepeople.ca


province – that this company started in rural Manitoba,” says Jeff Goy, president and ceo. “When you look at the landscape of the industry and the major players, we stand out alone as a large, successful insurer originating in Manitoba that does business throughout Canada, with operations in the U.S.” While its executive offices are now in Winnipeg, about 200 km to the east along Highway 2, the Wawanesa branch is still a thriving concern of 60 employees. Every year the executives from Winnipeg drive to Wawanesa for the agm. The original office, across the street from the present head office, has been designated a Manitoba municipal and provincial heritage site. “It’s a wonderful town,” Goy says. “When you drive in, it’s beautiful.” Another key connection with the company’s heritage is that Wawanesa has always been a mutual. The owners are also its policyholders. Kempton, who had been a salesman for a stock insurance company, thought a mutual company would better serve his farmer clients. They often had trouble affording coverage for their costly wooden threshers, which posed a high fire risk. Perhaps that campfire reminded him also of the perils of drought, coal-oil lamps and barns filled with dry straw. By becoming owners of their own insurance operation, those farmers would pay lower premiums. And in the beginning, at least, they didn’t have to pay until the harvest came in. “What it means to be a policyholder who owns part of the company is at the heart of what we’ve always believed in and continue to believe in,” says Goy. “We think it’s a factor that distinguishes us from a lot of other large players.” The company operates on the following principles: that the policyholders are the owners; that the company has a long horizon for its decision-making rather than focusing on quarterly returns; and that it grows its capital in a conservative way through prudent financial management and avoiding risky ventures. This long-term focus builds lasting relationships with policyholders and brokers, asserting the company’s commitment to the regions in which it writes. Another characteristic that distinguishes Wawanesa from many other large companies, and not just in the insurance world, is a tradition of growing its own leadership. Goy is only the ninth ceo in the company’s 118-year history. A youthfullooking 47-year-old, he has already been insurancepeople.ca

with Wawanesa for over a quarter of a century, having started his career while he was studying actuarial math at the University of Manitoba. He progressed through various actuarial roles and then the executive positions of vp Automobile Underwriting, vp Insurance Products and vp Corporate Development before becoming ceo last May. “I walked in the door of Wawanesa as a summer student on May 23, 1989, and, coincidentally, 25 years to the exact date, May 23, 2014 was my first full day as ceo.” In announcing his appointment the company’s 2013 annual report noted that Goy “knows our history and understands our values very well.” The same could be

Jeff Goy started working at Wawanesa Insurance as a summer student on May 23, 1989. On May 23, 2014 he took his first twirl in the ceo’s chair.

said for his two immediate predecessors – Ken McCrea and Gregg Hanson – who were both associated with Wawanesa for more than 30 years. Goy has met four of his predecessors in the flesh. Five, if one includes the Kempton impersonator at the village of Wawanesa’s 125th anniversary party. The real Kempton left the mutual in 1922, after he had helped Wawanesa become one of the country’s most successful insurance companies through the beneficial concept of long-horizon planning. Wawanesa continued to grow, despite such setbacks as the Great Depression and the introduction of government-run auto insurance companies in B.C., Manitoba and Saskatchewan in the late 1960s and early ’70s. While Goy describes that development as “ancient history,” it led the insurer to expand into the U.S. Today, Wawanesa’s California-

based business – headquartered in San Diego – employs 600 people and writes nearly $350 million of insurance annually. California is where Wawanesa plans to roll out a new company-wide enterprise system in 2015, says Goy, “that will really enhance the customer service and efficiency we’re already known for.” Implementation of the new system, which involves modernizing policy, billing and rating systems, will follow across Canada over the next few years, starting in Alberta. The insurer has regional offices in B.C., the Prairie provinces, Ontario and the Maritimes that work in conjunction with a network of more than 1,800 independent broker offices. As a committed supporter of the broker distribution channel, much of Wawanesa’s success is credited to its strong, long-term relationships with brokers. While the company still writes policies for farmers and has a wholly owned life insurance subsidiary, Wawanesa’s main lines are personal lines property and auto, with significant market share in each of their regions. Although commercial coverage has historically been a small part of the business, it has grown by about 25 per cent in recent years. “We can see that continuing in the future,” Goy says, as Wawanesa has set growth in commercial lines as a strategic goal for 2015. Looking ahead, Wawanesa faces many of the same challenges as other insurance companies. Among them are the impacts of severe weather, which is a particular concern for a company based in Western Canada. Another challenge is taking advantage of the technological advances transforming the industry, which requires recruiting talented people in all areas of the organization who are accustomed to the use of new technologies. When Goy started with Wawanesa he joined an actuarial department that had only one other employee. It now has 30. Departments throughout the company continue to see similar surges in growth. “You obviously want to make sure you’re not stuck in your old ways and that you always have an eye toward where the external environment has changed,” says Goy. “That certainly is part of our driving force, our vision, and how we develop our strategies.” Above all, he says, it means recognizing how the needs and preferences of the policyholders are ever-changing – even while respecting the mutual’s rich heritage and founding values. IP Insurance People  May 2015  11


STREETTALK

Continued from page 9

Ben Kosic, the firm’s president and ceo. “Mario and Alexander will be integral in fulfilling the vision for a state-of-theart data analytics tool for fighting the costly, dangerous and growing problem of organized insurance fraud.” Using the most current tools, Canatics analyzes Kosic pooled auto insurance industry data to identify suspicious claims that insurers can investigate. The organization and Kosic have also been awarded Privacy by Design Ambassador status, which recognizes organizations that adhere to the gold standard in privacy protection.

SRIM IN ALBERTA Special Risk Insurance Managers of Langley, B.C. is now operating in Alberta with the addition of Darlene Nicholls in Champion, about 150 km south of Calgary. Nicholls has worked in Nicholls

12  May 2015  Insurance People

the insurance industry for more than 40 years as a broker and an underwriter. She can be reached at dnicholls@srim.ca or by phone at 844-497-3997. SRIM now has locations in B.C., Alberta, Manitoba and Ontario.

ESURANCE MOVES NORTH Esurance, a San Francisco-based direct-to-consumer insurance provider, has expanded into Canada, offering auto insurance to Alberta motorists. “Our research indicates there is an under-served segment of the Canadian market that prefers a self-directed experience,” said Jonathan Adkisson, president and coo of Esurance Canada. “Esurance offers a new choice to help Albertans save time and money on their auto insurance.” Adkisson The firm, established in 1999, is a wholly owned subsidiary of Allstate Insurance Company, which acquired Esurance from the White Mountains Insurance Group in 2011 for $US1 billion. In 2004 Esurance became one of the first car insurance companies in the U.S. to offer discounts to same-sex partners.

The company continues to support LGBT issues with its corporate sponsorships.

TRITON ENTERS CANADA Triton Claims, an arm of Triton Global, based in the U.K., has moved into Canada, opening an office in Toronto. Its focus will be commercial claims handling for financial, p&c lines and audit services. Kouri Krystyna Kouri, the firm’s vp, will lead the Canadian operation. She has 12 years’ market experience, including working for AIG Canada as complex claims director and as claims counsel at Liberty International and Encon. Dino Zenarosa will be the assistant vp. His experience includes workZenarosa ing for Cott Corporation as claims manager and at Catlin Canada as senior claims examiner.

MANAGEMENT TRANSITION Archway Insurance, headquartered in Amherst, N.S., has a new president and Continued on page 18

insurancepeople.ca


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PROFILE

Father knows best B.C.’s Evan Miles had been a firefighter for almost two decades before taking his father Jack’s advice and switching to the safer calling of insurance adjusting – Jack’s profession in the 1950s and ’60s. These days Evan is a claims advocate for a pair of brokerages in B.C.’s Lower Mainland. By Laurie Jones

After hours, B.C. claims advocate Evan Miles likes to sail, golf, hike and play his electronic grand piano. 14  May 2015  Insurance People

L

ike many people in the insurance industry, Evan Miles, a claims advocate for B.C.’s Pat Anderson Agencies and Reliance Insurance Agencies, has had more than one career. First he was a firefighter with the Edmonton Fire Department, where he went to work in 1970. He was also a fire investigator. Miles eventually became the assistant fire marshal for the University of Alberta, and then deputy chief of the fire department in Fort McMurray. During those years his sideline business was private investigation. “I decided to make a career change in 1988,” he says, “so I asked my father (Jack Miles) for advice. He was an independent adjuster in Edmonton in the late ’50s and early ’60s. He pointed out that investigation is 90 per cent of an insurance adjuster’s job, and that it was a lot safer than firefighting. Jack Miles “Dad died four years ago. He was a great guy, a teetotaller who went to church on Sundays and never swore or said an unkind word about anybody. He was also a great violinist and tenor.” By 1990 Miles was working with the Underwriters Adjustment Bureau as a junior adjuster in its Surrey, B.C. office. The job, he says, was fascinating. “I had a very unusual boss, Dave Latham, who started me off looking through closed files. I had to find my own answers to my questions. I remember referring to a book on adjusting from 1904. “After a couple of months of training Dave dropped about 350 liability files on my desk and instructed me to settle them. In spite of my background, he would not let me handle property claims until I understood liability because the two are so linked. Starting out with liability gives a pretty good understanding of how the law works. Then I started doing property claims.” In 1993 Miles moved to ING (Intact), where he eventually handled all the litigated files in B.C. “My files included third-party claims, fraud and arson, as well as coverage suits arguing whether coverage should apply. The combination of my background as a private investigator and fire investigator has helped immensely in my job as an adjuster.” By 2000 he had moved to Crawford & Cominsurancepeople.ca


pany in Vancouver, becoming its branch manager. He later became the company’s operations manager for Western Canada. That position offered him an opportunity to teach. He currently writes and teaches courses for the Insurance Brokers Association of B.C. As a claims advocate, he says, “I help clients with the adjustment of the claim. Considering the agency relationship between broker and client, I am the advocate for the insured. I stay fairly busy and have a lot of fun.” Paul Towriss is president of Pat Anderson-Reliance Insurance Group (The Reliance Towriss Group of Vancouver acquired the Pat Anderson Group of Burnaby in 2013). He says he has worked with Miles for three years, although the working relationship started earlier, with Pat Anderson, who passed away in 2011. “Pat asked him to help us out on one of our claims files,” says Towriss. “He spent a lot of time on it, and the end result was positive for the client and for us. “Now Evan is in daily contact with us.

He’s often involved from the beginning with some files and sees them through to the end. His success ratio is very high – over 90 per cent – and that bodes well for us because it solidifies the relationships with our clients.” Chris Ball, vp of the Reliance Group of Companies, has worked with Miles for a year. “In the short time I’ve known Evan he has proven himself an experienced professional of high integrity,” Ball says Ball. “I appreciate his pragmatic yet passionate approach to our industry, which serves to help preserve and enhance the integrity of it in the public eye. He’s a heck of a guy, and I’m very proud to have him on our team.” Miles also strives to have a good time away from the office. “I make a great client golfer because I can’t break 100, but I love the game,” he says. “I had a 36-foot sailboat for many years, and did a little racing. I still love sailing.” He recently returned from a 54-km hike along Peru’s Inca Trail to Machu Picchu.

“I just snuck in by one year, because if you’re 67 years old they won’t let you do the hike. It took 26 hours to get there; you have to take four different flights. You land in Lima, then fly to a place called Cuzco, the old capital of the Inca Empire. It now has a population of about 400,000 people, and it’s located at 11,000 feet. We stayed there for a couple of days to get used to the altitude, then they bussed us down to the start of the Inca trail. “The trek involved four summits. We climbed up, then descended between 4,000 and 6,000 feet every day. We started very early in the morning and hiked all day. I had to stop quite often to catch my breath. The highest peak is 14,000 feet. The porters were amazing; they carried our tents and food. Our guide Santiago educated the group about Inca history and the decline of the empire.” Miles also loves fishing, especially for sturgeon. “I once caught a sturgeon that was about six feet long.” Since he was a child, music and drama have also been part of his life. “About six years ago I was in Murder by the Book at the White Rock Theatre. At home, I like to play my electronic grand piano.” IP

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Insurance People  May 2015  15


PROFILE

Edmonton Oiler hockey players inspired former Alberta broker Sandra Ward to return to the practice of creating pointillist art. Her hockey pieces have fetched thousands of dollars for charities.

really seen my artwork before.” To produce a piece of pointillism Ward uses fine-pigment liner pens to create tiny dots of various sizes and shapes. It’s a delicate process – with no room for error – that can take an hour to complete an area the size of a loonie. Finishing an entire artwork measuring just eight by 10 inches – the size of her Roloson portrait – can take 120 hours. Not only did Ward complete the Roloson piece, she also depicted the goalie’s face within the mask, though she had never attempted to represent a human form before. Her earlier works were typically of wildlife. But most remarkable is that her Roloson depiction started her on an artistic journey that would take her to meet Mr. Hockey himself, Gordie Howe, and have her representation of him displayed in the Hockey Hall of Fame in Toronto. Oh, and along the way, her hockey-derived artworks have raised thousands of dollars for charity, including a cause that battles Alzheimer’s disease. “What she does is painstaking,” says Dr. Maurice Stewart, who has known Ward since he hired her to manage the office at his Edmonton Equine Veterinary Services clinic over a decade ago. “It’s not like you take a brush and make a swoop.” In 2012 Stewart became the president of AgPro Insurance, and he brought Ward along to the new venture, which he co-founded with Gail Tory and Doug Laird of McLean & Shaw Insurance. AgPro specializes in insurance for the agricultural industry. As a colleague, Stewart described Ward as diligent, honest, sincere, dedicated and faithful. “You could trust her. Let her do her work and she would never hurt the business.” Stewart It was their shared love of horses that brought them together. Ward, who took riding lessons in Ontario as a teen, owned her first horse after moving to Alberta in the 1980s. She and her husband now have three – an Arabian, a Friesian-Arabian cross and a Standardbred – on their 12-acre farm in Holden, about an hour east of the provincial capital.

Point taken Former AgPro Insurance broker Sandra Ward of Edmonton, Alta. started creating pointillist pieces – art works made with fine-pigment liner pens to create dots of various sizes – while still in high school. In the 1980s she sold wildlife prints around Banff. More recently she turned to the human form – hockey players, Gordie Howe amongst them. She makes them into prints and donates the proceeds to charitable causes. By Ron Shorvoyce

16  May 2015  Insurance People

A

s she was watching her beloved Edmonton Oilers play a few years ago, Sandra Ward found herself captivated by the mask of then-Oilers goalie Dwayne Roloson. Ward, who until recently worked as a broker with Edmonton, Alta.’s AgPro Insurance, thought the mask would make a perfect subject for a pointillist art piece. Ward began dabbling in pointillism in her native Ontario while finishing high school in the late 1970s, though she hadn’t created a piece in more than a decade. A repetitive strain injury, aggravated by the painstaking nature of pointillism work, led to two surgeries on her left wrist to remove ganglion cysts. But Ward, a southpaw, decided after seeing that goalie mask that she’d try again. “I told John (Kelder), my husband, that even though I haven’t done artwork for a long time, I thought a goalie mask would look really cool done in pointillism,” Ward recalled. “John just kind of said, ‘Whatever.’ He hadn’t

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Howe

Horses were also pivotal in getting Ward’s art noticed by the hockey world. Pete Peeters, the former goaltending coach for the Oilers, happened to be a client of the vet clinic when Ward was finishing her Roloson piece. She asked Peeters if he could help get the original piece to Roloson, who had been traded to the New York Islanders. “At that point, that’s all I wanted,” Ward says. But then she had another idea: Why not make some prints from the original and donate them to charity? So she shipped 20 prints to New York for Roloson to autograph. He did so and shipped them back to her at no charge. Lila Phillips of One Stop Framing in Sherwood Park then donated the framing of the prints. Ward donated prints to fundraisers in Ontario and Alberta for such causes as the Canadian Cancer Society and the Stollery Children’s Hospital in Edmonton. That series sold out, raising about $6,500. Ward followed that up with a rendition of former Oilers’ winger Ales Hemsky, from which she also made 20 prints, most of which she donated to the Edmonton Oilers Community Foundation for its charity fundraising. (Hemsky was traded to Ottawa in March 2014 and now plays for Dallas.) Ward presented the original to Hemsky in 2010. Shortly thereafter she learned that the Scotiabank Pro-Am hockey tournament in support of the Baycrest Foundation was coming to Edmonton that March. Ward approached the organizers in Toronto to offer a Roloson print for the foundation, which finances research insurancepeople.ca

Hemsky

Roloson

into Alzheimer’s and other age-related conditions. After tournament organizers viewed emailed photos of her Roloson and Hemsky pieces, they asked if she’d be interested in doing a commissioned piece of Gordie Howe. Because the foundation insisted it had to pay for the piece, she invoiced $3,000 for the work, but donated the cash back to the charity in exchange for the tax receipt. In the 1980s Ward used to sell her griz-

ample, she has met Gordie Howe several times. He’s 87, the same age as Ward’s father Derek. And like her father, Howe is also battling dementia, another form of which took his wife Colleen’s life in 2009. Despite those travails, she says, Howe remains an “absolute gentleman” who “loves to tell stories from the old days.” Her brother, Earle Ward, a longtime Toronto Maple Leafs fan, also met Howe. From the Gordie Howe original, which depicts him in his prime with the Detroit Red Wings, Ward made 100 prints, all of which have been signed by Mr. Hockey. Most of those were donated as prizes to the teams that raised the most money at the Pro-Am tournament. Last April the Howe family received print No. 9 (for his uniform number) while print No. 72 went to the Hockey Hall of Fame, 1972 being the year of his induction. Ward is now working on her next project, which features six Maple Leafs stars from the past, including Johnny Bower, which pleases Earle, who lives Gordie Howe signed 100 in Calgary. prints of his portrait done “She promised me a print by Sandra Ward. because of the Leafs fan that I am,” he says. Unlike Earle, his sister wasn’t a hockey zly bear, big horn sheep and elk prints fan growing up. That didn’t happen until around Lake Louise, Banff and Jasper, 2006, when the Oilers had their unexAlta. pected run to the Stanley Cup finals. “I did OK,” she says now. “But the “My sister is very loyal and passionproblem with my work is how long it ate about anything she does, whether it’s takes to do. It would be ludicrous for me work, art, or friendship,” Earle says. “She to try doing this for a living.” would give you the shirt off her back.” IP It does have its perks, however. For exInsurance People  May 2015  17


STREETTALK

Continued from page 12

a new partner. Michael Stack takes over as president while new shareholder Gina McFetridge has moved into the vp position. Their father, Garry Stack, who founded the business in 1985, is now the board chair. “Michael and I work Michael very well together, and Stack I’m thrilled to become his business partner,” said McFetridge. “Our skill sets are complementary, and

with Garry continuing to share his experience with us in the role of chair, I see great things in the future for Archway Insurance.” The shift in management is part of a succession plan the organization started working McFetridge on several years ago to ensure a smooth transition from generation to generation. “We have a strong, shared vision and I’m excited about the future of the company,” said Garry Stack

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Michael Stack. “We have big plans to continue growing, provide quality careers to our employees and give back to the communities we serve.” Archway has 12 locations in Nova Scotia and New Brunswick.

MUTUALS MERGE North Waterloo Farmers Mutual Insurance Company and Oxford Mutual Insurance Company, both in Ontario, have agreed to merge to create Heartland Farm Mutual Insurance. “We found a very strong operational fit between the two companies, but, equally important, we found that our cultures are very closely aligned,” said Patrick Unger, chair of Oxford Mutual. “We both believe our business is driven by people with a passionate commitment to professionalism, mutuality and great customer service.” Heartland is expected to maintain the number of employees at current levels. “Bringing together these two companies can create a far stronger mutual property and casualty insurance company that can deliver significant benefits for all our stakeholders,” said Helen Johns, chair of North Waterloo Farmers Mutual. “The combination means Heartland can enhance the product offering, achieve a greater spread of risk and strengthen financial results.” Oxford Mutual, based in Thamesford, was founded in 1878. North Waterloo Farmers Mutual was established in 1874.

TOTTEN ACQUIRES NBS Toronto-based Totten Insurance Group has acquired the shares of National Brokerage Services S.C.N., a commercial insurance wholesaler based in Montreal. “The combined strengths of this partnership will further enhance our capabilities within our centres of excellence that benefit from specialized p&c expertise, as well as reinforce Totten Group’s strong position in the market,” said Heather Masterson, president and ceo of Totten. “In addition, this amplifies Masterson our dynamic talent acquisition strategy by bringing more bestin-class professionals into our expanding organization.” National Brokerage Services has satellite offices in Alberta, Manitoba, Ontario and Quebec, which will remain in full operation while maintaining its corporate brand. Guy Boissé, its president and insurancepeople.ca


APPOINTMENTS EFI Global, a Texas-headquartered insurance claims consulting firm and part of the Cunningham Lindsey group of companies, has announced several appointments at its Canadian locations. Engineer Ian Mendes has been named an Mendes environmental team leader/senior project engineer in the firm’s Hamilton, Ont. office. In the newly opened Sydney, N.S. office, Kerry Moules

Auto body repair program

Earl Greyeyes photo

founder, will continue his role at Totten. “For National Brokerage Services, the acquisition will bring us one step closer to our objective of being one of the top wholesalers in Canada,” Boissé said. “This transaction will enable us to access new and broader markets along with expertise to serve Boissé and grow our client base. Since our early beginnings in Amos, Que., we have positioned ourselves as one of the most resourceful and effective allies for Canadian retailers, and we shall now bring our offerings to an unmatched level.”

Saskatchewan Government Insurance is funding the pilot for a new pre-employment auto body repair program at the Saskatchewan Indian Institute of Technologies. The inaugural class, with 10 students, took place January to March. SGI partnered with SIIT, the Saskatchewan Automobile Dealers Association and the Saskatchewan Association of Automotive Repairers to develop the 10-week program, which aims to prepare students for employment opportunities and increase the number of auto body repair technicians in the province. “The program helps address the difficulties SGI and the auto body repair industry are experiencing in recruiting and retaining qualified journeyman auto body repair technicians,” said Don McMorris, the minister responsible for SGI. “This partnership will help attract students to the auto body repair program and ensure there are enough qualified auto body repair technicians in Saskatchewan long term.” SGI is providing nearly $80,000 in funding to develop and deliver the program. It will also host the first wave of McMorris students at its Claims Technical Research facility in Regina. SADA and SAAR provided guidance and expertise for the program’s development and will help graduates find jobs. Students in the program will receive eight weeks of training and two weeks of direct work experience in an auto body repair shop. Photo shows Wayne Smith, instructor, demonstrating a technique to students Delphine Smokeyday, Jordin Morin, Stephen Goforth, Brandon Clark and Byron Ironstar. IP

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Insurance People  May 2015  19


NO MATTER HOW HIGH THE HURDLE Effectively defending challenging and complex insurance claims requires the confidence and skill that come from years of practice.

Global marine rep

Mariella Dauphinee, Intact Insurance’s marine claims manager, will be Canada’s official representative on the International Union of Marine Insurance loss prevention committee. The professional membership organization represents national and international marine insurers and considers issues of interest to the worldwide marine insurance industry. “It is a great honour to represent Canada, and of course Intact, internationally,” Dauphinee said. She is also the claims committee chair of the Marine Insurance Association of B.C. and a member of the Canadian Board of Marine Underwriters. “We are pleased that Mariella has been appointed to represent Canada at the IUMI,” says Jennie Moushos, Intact’s senior vp West. “For our organization, it highlights our commitment to being experts in the field and our dedication to the growth of the industry.” IP

joined the team as an environmental project manager. Since 1985, international and domestic insurers, institutions and government agencies throughout B.C. and the Yukon have placed their confidence in Carfra Lawton LLP.

Jean-Marc Barbera has been appointed senior project manager in Montreal. Robert Foote has joined EFI as a senior project manager in Kingston, Ont. and biologist Patel Katrina Patel has joined the firm as a project manager in Edmonton, Alta.

FACILITY DIRECTORS Denis Dubois and Jason Sharpe have

www.carlaw.ca Carfra Lawton LLP lawyer Caroline Alexander riding Finesse G at the 2013 Arbutus Meadows Island Classic

20  May 2015  Insurance People

been elected to the Facility Association board of directors. Each will serve a two-year term on the 16-member board. Dubois is serving as one of 10 senior executive members and Sharpe represents the Dubois Atlantic region as one of three Insurance Brokers Association of Canada reps. Dubois is the chief integration officer at Desjardins General Insurance Group, where he helped with the integration of

the State Farm Canada acquisition. He is an actuary with a background in strategic leadership who previously held senior executive positions in Desjardins’ marketing development and claims departments. Sharpe is part-owner with his brother Jeff in the family-owned Steers Sharpe Insurance in Newfoundland and Labrador. He entered the industry in 2001 and has worked his way up through the ranks. Sharpe is also active in the Insurance Brokers Association of Newfoundland, where he chairs the Young Brokers’ association.

WICC DONATION Specs, a post-loss construction consulting firm with offices across Canada, is celebrating its 20th anniversary this year by making a donation to Women in Insurance Cancer Crusade. “In honour of you, our clients, who have allowed us to build this organization through your ongoing support, we have elected to put the money we would have spent on social celebrations towards insurancepeople.ca


the benefit of WICC,” said Dave Wallace, Specs president. “We cannot think of a better way to thank an industry that has been so supportive of our efforts.” The cheque was presented in April at WICC’s annual gala in Toronto. Wallace

THIS & THAT Charles Ormston has retired from

Economical Insurance’s board of directors. He was appointed to the insurer’s board in 1995 and has been the chair of its human resources and compensation committee since 2005. Ormston Ormston served on the board’s special committee on demutualization from 2010 to 2014… ClaimsPro’s Luke Smith has been promoted to vp, Northern Alberta, Saskatchewan and Northern Territories. He was previously the Smith district manager for Northern Alberta. Sarina Baker, district manager, Saskatchewan and Sarah Hirst, district manager, Northern Alberta will report to Smith as part of a realignment to better serve the western region…John Tung has been appointed assistant vp, technology and professional liability at Tung CNA Canada. He has more than 20 years’ experience in the industry, including 15 years of information technology underwriting experience with Creechurch…Fabian Richenberger, former president of Northbridge Insurance, has joined Richenberger CarProof Corporation, a Canadian company providing vehicle history reports, as its head of financial services…Stantec, the international environmental service, engineering and architectural firm with roots in Western Canada, now provides a national 24/7 toll-free response number for the insurance industry – 866-569-6577. The number gives adjusters and examiners access to more than 65 offices and 8,000 professionals across Canada… Michelle Dodokin has left Intact Insurance to join EGI Financial Holdings,

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AUTO | HOME | BUSINESS | FARM | LIFE AND GROUP

Continued on page 74 insurancepeople.ca

Insurance People  May 2015  21


Sp ec ia l in fo r m a t io n f e a t u re

OPTA INFORMATION INTELLIGENCE

Why getting ITV right matters Underinsurance in B.C.

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n Western Canada, underinsurance is proving to be a rising concern as many experts feel underinsurance rates in B.C. are among the highest in the country. Seventy per cent of existing homeowner policies are underinsured by an average of 30 per cent. Given that guaranteed replacement cost prevails in most property insurance policies, the insurance companies remain financially responsible for funding the insurance-to-value (ITV) gap. For the industry, underinsurance reduces premium, commission and contingencies, and it increases loss ratio and liability exposure. For the insured, it indirectly reduces coverage limits for contents, additional living expense and, in some cases, earthquake. 22  May 2015  Insurance People

Opta, creators of the iClarify™ valuation tool, recently conducted a study analyzing urban and rural losses across B.C. to measure the accuracy and variance of iClarify™ replacement costs versus contractor total-loss estimates. The results were extremely positive, with an average variance of one per cent. These values, when compared to Coverage A on all policies, prove a staggering difference with properties heavily underinsured in B.C. (see graph). Says Klaas Westera, vp of valuations at Opta Information Intelligence: “iClarify™ valuations have consistently proven to be accurate when compared to actual total-loss costs, the only true indicator of valuation accuracy. iClarify’s™ high level

of accuracy results in more accurate policy limits for reconstruction, contents, additional living expense and even earthquake in some policies.” iClarify™ provides a unique approach to addressing the problems associated with insuring to value. Developed from the largest repositories of total-loss claims and property construction feature data nationwide, it is the only validation tool that provides instant access to precise geocoded property intelligence, valuation data and streetscape imagery. This powerful tool enhances customer experience, significantly reduces the home-valuation process from about 20 minutes to just two minutes and provides the most accurate insurance-to-value information. To learn more, visit optaintel.ca. IP insurancepeople.ca


PROFILE Commercial producer Sean McNamara is a team leader with the Ontario Young Brokers Council. He’s been a member of the organization since the beginning of his career.

Salt of the earth

S

ean McNamara has risen quickly in the world of insurance. After four years at the Oshawa brokerage PetleyHare, he recently landed a position as a commercial producer at another leading Ontario agency – Mitchell & Whale Insurance Brokers in Whitby, which has been around since 1948. McNamara has a penchant for working with venerable insurance organizations. Petley-Hare has an historic lineage as well. He joined the insurance industry about 15 years ago after completing a two-year insurance program at Mohawk College in Hamilton. “I always knew I was going to go to Mohawk College, because that’s where my dad went,” says McNamara, 34, who was born and raised in Lively, a town of about 7,000 people near Sudbury. “He was a chemical engineer who was killed in an automobile accident when I was 13. I got interested in insurance because of the accident and because Mohawk offered the course.” He landed his first job in the industry in 2000 with Certas Direct Insurance Company, owned by Desjardins, Canada’s largest co-operative financial group. He worked at the company’s call centre in Mississauga for two years, selling a range of insurance products. “It was a sales and service job. Basically, the client called in, I gave a quote and

Sean McNamara is a commercial producer with Mitchell & Whale Insurance Brokers in Whitby, Ont. His career was launched after graduating from the twoyear insurance program at Mohawk College in Hamilton, where his father had studied. But there’s more to the story. “My dad was a chemical engineer who was killed in an automobile accident when I was 13,” he says. “I got interested in insurance because of the accident.”  By Ron Shorvoyce insurancepeople.ca

Insurance People  May 2015  23


where Debbie had a job, to work as a then the company sold the policy. It was personal lines broker for John Shea a good learning experience and a good Insurance Brokers. In 2010 he was on selling experience. But being chained to the move again, this time to the Oshawa a desk didn’t suit me too well, and there brokerage of Petley-Hare, where he wasn’t much chance for movement with worked as a commerthe company.” He moved on to Royal cial sales rep. Insurance to do personal Paul Reddon of lines underwriting, but Cobourg, east of he didn’t last long. Not Oshawa, is a friend of because he wasn’t suited about eight years and for the job, but because a client. He manages he was caught in a round Things Remembered, of layoffs. an engraving business “That was in 2003. It with locations in major was a choice of letting malls. go of people or the com“Sean is personable, pany going bankrupt. So genuine and disarmwithin a week they got ing,” says Reddon. “He’s Reddon rid of their long-haul a salt-of-the-earth type division and hundreds of people. But my with a great personality. He puts you at brief stay there was enjoyable. I got to ease.” learn what brokers really do, and that got Petley-Hare goes back to 1922, when me interested in looking for a job as a it operated out of a general store as the broker.” South Oshawa Insurance and Real Estate Company. While working there McNaHe wasn’t out of work for long. He went mara was encouraged back to Sudbury and did to become involved in odd jobs until he got community and volunon with BrokerLink in teer work. 2004 as a commercial Since the start of his producer in Elliott Lake. career McNamara has He had no experience in had a long-standing commercial accounts; association with the they just put him through Ontario Young Brokers some training and gave Council. He’s currently him a crack at it. He was the Council’s Territory in Elliott Lake – where 11 team leader. he met Debbie, who The Council, he says, would become his wife is an important avenue – for nine months before Darrah for networking and returning to Sudbury promoting change. with BrokerLink to work in their small “It gives young brokers the opportubusiness unit. Two years later, in 2006, he nity to not only learn and see what other transferred to a new Canada BrokerLink young brokers are doing, but also to office in Kitchener, again working as a create some of the change that’s certainly commercial producer. needed and to voice our opinion. BeIn 2008 McNamara moved to Ottawa, A N N O U N C E M E N T

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cause we have a seat at the IBAO board, they know what our thoughts are on issues.” McNamara says he’d like to have his own brokerage one day. Until then, he’ll just keep working his way up in the insurance industry. Kathy Darrah, manager of commercial lines at Petley-Hare, has known McNamara for more than 10 years. “Sean is a very compassionate person who has a real passion for the insurance industry,” she says. “He has great customer skills and has been very involved in the community in Oshawa. He had a great presence here.” McNamara’s new brokerage, Mitchell & Whale Insurance, is a third-generation business offering auto, home, commercial, life, travel and pet coverage. IP

VITAL STATS • McNamara’s wife Debbie is a district manager for a ladies’ clothing store. He has a 17-year-old stepson, Patrick, who is in Grade 11. • He likes listening to country music and ’80s and ’90s rock. “Guns N’ Roses is a favourite group, and I also like Tim McGraw.” • McNamara plays a lot of softball. “I also golf as much as possible, but never enough. At one point in my life I was a 10 handicap. Then I became a broker, and now my handicap sucks.” • He and his wife are not into travel; they prefer to stick around home. • He describes himself as an “avid” gym member. “We’ve got memberships, but we can’t go as much as we’d like because of work commitments.” • McNamara’s mother Evelyn is still working and in good health. “My sister Kelly works in a long-term care facility in Sudbury and my sister Paula is a scheduler for the Sudbury Hospital. My brother Michael works for Sudbury Hydro.” • The McNamaras live in a two-storey home in Bowmanville, 15 km east of Oshawa. • He puts in about 15 hours a month of committee work for the Greater Oshawa Chamber of Commerce and the Whitby Chamber of Commerce. He’s also vp of the Boys and Girls Clubs of the Durham region and a board member of the Oshawa Senior Citizens Centre. IP insurancepeople.ca


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Enhanced protection for events and event workers

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Broker feedback prompts expanded events coverage

F

or Pal Insurance Brokers Canada, one of the advantages of being a mediumsized company is its ability to listen and respond quickly to brokers’ needs. That communication drives Pal’s efforts to find more solutions for hard-to-place risks. “We are increasingly receiving calls from brokers looking for capacity for hard-to-place requests,” says Matt Taylor, the firm’s gm of operations. “They have unusual requests that don’t always fit in the typical commercial policy; they need the expertise to place these specialty risks. “Previously, we did not have the appetite for very large functions or events classified as high risk. Now we can cover events like large rock concerts and electronic music festivals, fireworks displays, ATV and tractor rallies, live-action role 28  May 2015  Insurance People

providing a speedy turnaround on the playing, wagon and sleigh rides, and documents, the firm retains a fair share more.” of the market. Some of the programs’ As a specialty insurance mga known premiums start as low as $100. for its niche products, Pal has risen to the “Say you have a weekly or monthly challenge, identifying a need for coverage social gathering such as a community designed for other people or organizameeting or a weekly card game at a comtions involved in making events happen. munity centre or a church hall Pal offers products to cover rental. These types of events subcontractors who may be do not have a lot of revenue hired to help with an event. For or money involved, but may example, a wedding decorator need insurance to meet the may be hired to decorate a venue, venue’s insurance requireand the venue may ask them to ments.” show proof that they’re covered. Providing products for Subcontractors can purchase these social events stems from insurance for a specific event, or Taylor a trend Pal brokers have nothey have the option of an annual ticed: venues are now asking for anyone policy if they’re working multiple events. involved with an event, large or small, Pal’s main focus and biggest draw is to show proof of coverage. This includes still coverage for smaller social events. subcontractors, performers, caterers, By keeping the pricing affordable and insurancepeople.ca


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Now these businesses can also purchase brings in a large stress factor as financial servers and vendors. If you’re part of an e&o extensions to their policies, protectfailure can be catastrophic for some event, chances are you’ll be required to ing them from claims made by clients for event organizers. carry liability coverage by the owners of inadequate work or negligent actions. Education and communication are the premises. “Our brokers were feeling more key to Pal’s relationship with brokers. “Being able to provide both the annual comfortable with this option, so we The company sends out regular newsletpolicy and the one-off policy is impormade sure the extension was available,” ters with updates and information about tant,” Taylor says. “There are people who explains Bérubé-Chanda. products. may only be hired for one event and Pal is seeing a large increase in risk “We try to keep a close relationship do not need or want to pay for annual under its event cancellation program. with our brokers,” says Bérubé-Chanda. coverage.” Bérubé-Chanda says more requests for “We want to make sure they know what This extends to Pal’s new coverage for this product line is an indicaproducts they can come to us for. As the caterers as well. Liability covertor that providing an expertise number of online users increases, it’s age for caterers protects them in brokers can trust and offering important to use this platform to its full the event someone gets sick while educational tools to them is potential.” eating their food, or gets injured beneficial. As Pal hears feedback about its proin some way by their equipment. grams, it strives to respond quickly and An individual serving food for “As brokers get more knowlmake improvements. a one-off event like a birthday edgeable about the coverage, “We really want our brokers to see that party, or a restaurant catering an we rapidly see the direct link in we care about what they’re telling us,” she off-premises event away from its the number of accounts writBérubé-Chanda says. “We maintain our site regularly, so business venue, may find a gap in ten,” she says. “When brokers brokers always have access to the updated their current coverage. They can purchase understand the product better they are information and changes.” better suited to educate their clients about a policy for that specific event. Annual In-person contact is important to Pal what is available to protect their interests.” coverage is also available for individuals as well, and long-term relationships are and catering outfits serving food or alcoThere are so many factors – weather valued. The firm sends representatives to hol at multiple events through the year. and other natural disasters, performers all provincial broker association conven“Again, our brokers were having a difnot showing up and other uncontroltions. Brokers are encouraged to stop by ficult time finding markets to cover this lable circumstances – that can result in for a chat. exposure. We approached our Lloyd’s an event cancellation or disruption that To learn more, call 1-800-265-8098 or underwriters and have created this new event hosts need to protect against. Putvisit palcanada.com. IP program in response.” ting on large events, especially outdoors, Pal began offering annual liability coverage for performers a couple of years ago. Now individuals or groups performing at an event can also get general liability and property coverage on a per-day basis or annually. “Performer programs may cover anything from large choirs to a comedian to a Santa at Christmas parties, a person giving a speech, wedding bands, disc jockeys and others.” This general liability and property program automatically includes up to $25,000 in equipment coverage, which would include instruments and props used in the performance. “Brokers came to us saying they needed low-premium coverage for these kinds of people involved with events,” says Amélie Bérubé-Chanda, director of IT and underwriting, Quebec. “This was an area where it was beneficial to have options for people who only did one or two events in a year and didn’t necessarily want the annual coverage.” Event planners also need to protect their interests. Pal’s commercial general liability policies for event planners Pal now covers large functions or events classified as high risk such as fireworks target small- to medium-size businesses displays, rock concerts and electronic music festivals, ATV and tractor rallies, liveinvolved in one to 100 events per year. action role playing, and wagon and sleigh rides. insurancepeople.ca

Insurance People  May 2015  29

©thinkstockphotos.ca/Yoshimasa Fujino

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APRIL CANADA

Anticipating the needs and expectations of our brokers

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©thinkstockphotos.ca/Spotmatick

won’t find with other managing general timely information, fast turnaround time pril Canada is an mga backed agents. We have really good capacity. Our and exceptional claims handling. That is by worldwide expertise in underwriters are very knowledgeable what makes us one of the country’s most providing innovative soluand personable. They not only deal with successful managing general agents. tions for hard-to-place small office packages but also large risks “We cover all the key points brokers insurance risks. True to for commercial property, commercial are looking for when they deal with us. its values and commitgeneral liability, professional liability, They know we are a quality international ments, April strives to give meaning to boiler & machinery and other specialty company backed by leading domestic the broker relationship and change the product lines. April does it all. We have and Lloyd’s of London markets to supimage of insurance. Providing the best a holistic approach covering commercial port the delivery of innovative solutions. solution for insureds is accomplished with lines, personal lines, marteamwork between the ine and transport.” broker and the underwriter. The company is curA relationship built on rently focusing on what trust enables April to find Pitkin describes as “outsolutions where other firms of-the-box” exposures, may not. specializing in niche Kent Pitkin, national dirsegments and developing ector of commercial lines, products tailor-made for says April pays special attenbrokers. tion to the requirements of “We want to become the 2,300 brokers the mga the destination for our does business with. brokers by being innova“We understand our tive and progressive on business is fundamentalemerging risks such as ly about how we support legal expense and cyber brokers in better meeting liability.” the needs of their clients, Cyber insurance is a and we are therefore conproduct brokers are more stantly searching for new interested in at the moand innovative ways to ment, Pitkin says. do this. “By choosing April you April Canada believes providing the best solution for insureds is “They’re interested are assured of high-quality in what our appetite is accomplished with teamwork between the broker and underwriter. advice and excellent service. for cyber coverage. They April Canada has offices in Ontario, We not only provide ready-made products want some guidance as to the exposures Quebec and Alberta, and it is the only in a simple, easy-to-understand format, and what the market has to offer. With mga able to operate in both English and but April can the product we have in the marketplace, French. Based on this, we have built a create solutions we are getting ahead of the exposure.” strong reputation in the marketplace to order. For us, More instances of companies being across Canada and we continue building each risk is unique hacked are beginning to surface, Pitkin on that reputation.” and deserves an says, raising awareness about the need Pitkin says April, with its core values of in-depth underfor cyber insurance. With April’s knowsimplicity, conviviality and imagination, standing. At April, ledge and underwriting experience, the is an innovative company with the ability excellent customer firm is not only able to assist the broker, to provide tailor-made solutions to its relationships are but teach them. Pitkin broker clients. delivered through “We recognize our broker network is “Our products and solutions are leadanticipating the needs and expectations the lifeblood of our business. We place ing edge, and we can be unique when the of brokers, being innovative with our an enormous value on building trusted circumstances require. We’re out there to products and services and maintaining relationships based on value, transpardo whatever our brokers need from us. an open dialogue. We provide high-qualency and mutual benefit.” We can find different solutions brokers ity service to our broker force, delivering For more information, visit april.ca. IP 30  May 2015  Insurance People

insurancepeople.ca


Trans Canada Insurance Marketing Inc.

TCIM

Our Products, Markets, Applications and Library Section can be seen on our web site at tcim.ca – for Quebec - profescau.com

Resourceful

Knowledgeable Gille LeBlanc

Remi Pajot

President 514-583-9604 gleblanc@profescau.com

VP Operations 204-925-8274 rpajot@tcim.ca

Peter Harper Director 204-925-8268 pdh@tcim.ca

Capable Jean Fontaine

Director 204-925-8271 jfontaine@tcim.ca

Shelley Tanchak

Colette Rezansoff VP Administration 204-925-8262 crezansoff@tcim.ca

Nadia Soriano

Senior Underwriter 204-925-8830 stanchak@tcim.ca

Senior Underwriter 204-925-8835 nsoriano@tcim.ca

Shirley Gauthier

Marie-Anne Shewchuk

Senior Underwriter 450-629-2227 sgauthier@tcim.ca

Supervisor/Underwriter 204-925-8272 mashewchuk@tcim.ca

Deanna Daigneault

Trainee Jr. Underwriter 204-925-8834 ddaigneault@tcim.ca

tcim.ca Jim Crighton

VP Ontario 613-599-5672 jcrighton@tcim.ca

Randy Buschmann

VP Alberta 403-982-0082 rbuschmann@tcim.ca

Darla Sinclair

Bonnie Penner

Junior Underwriter 204-925-8261 dsinclair@tcim.ca

Linda Cyrenne

Underwriting Assistant 204-925-8265 lcyrenne@tcim.ca

Junior Underwriter 204-925-8270 bpenner@tcim.ca

Tammy Fontaine

Underwriting Assistant 204-925-8278 tfontaine@tcim.ca

Marli Baluk

AVP Market Dev't 204-925-8275 mbaluk@tcim.ca

Mashood Ali

Jim Robinson

AVP Underwriting 204-925-8260 jrobinson@tcim.ca

Cheryl Fortier

VP B.C. 778-372-8246 mali@tcim.ca

Senior Underwriter 604-534-3280 cfortier@tcim.ca

Leigh Rhymer

Chantal Antonakis

Junior Underwriter 204-925-8273 lrhymer@tcim.ca

Junior Underwriter 204-925-8265 cantonakis@tcim.ca

Cortney Partaker

Underwriting Assistant 204-925-8836 cpartaker@tcim.ca

Business Unusual with integrity in what we do • • • •

REGULAR COMMERCIAL BUSINESS COMMERCIAL GENERAL LIABILITY DIRECTORS & OFFICERS LIABILITY – Profit and Non-Profit PROFESSIONAL LIABILITY / ERRORS & OMISSIONS

• • • •

COURSE OF CONSTRUCTION / WRAP-UP LIABILITY UNUSUAL OR TOUGH TO PLACE RISKS SUB-STANDARD RISKS, VACANT RISKS CAPACITY FOR YOUR PROPERTY ACCOUNTS


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©thinkstockphotos.ca/Volodymyr Kyrylyuk

TSW’s Vancouver team, led by Dave Weinberg, plans to continue growing the firm’s western region and looking for opportunities to develop specific programs for brokers.

TSW MANAGEMENT SERVICES

D

Growth, new programs on the way in the West

ave Weinberg takes pride in the expert staff working with him at TSW Management Services in Vancouver. They help cement the firm’s reputation as the “broker’s broker,” Weinberg says, keeping TSW in the top echelon of the specialty insurance market. Weinberg is the western regional manager of TSW, a national business which has been placing complex commercial risks for about 20 years. One of its specialties is brokers’ e&o coverage. He runs TSW’s Vancouver office, which serves B.C., Alberta, Saskatchewan, Manitoba and the Yukon. The Montreal 32  May 2015  Insurance People

decided to give San Franhead office looks after Quecisco a try. I got a green bec, Ontario and the Maricard. We took five days to time provinces. drive there, arriving on Weinberg has worked in my birthday.” the insurance industry for a They were living in San long time. He and wife Barb Francisco during the devAckerman live in Vancouver. astating 1989 earthquake. The couple has two teenage When it struck, both were daughters. on separate buses on their Born in Halifax, he was way home to Sausalito. raised in Toronto and started Weinberg Fortunately, neither of his insurance career in them experienced any difficulty, and 1986 when he and his wife moved to both eventually made it safely across the San Francisco. She worked at a promiGolden Gate Bridge. nent insurance brokerage and Weinberg “When we left San Francisco in 1994 was employed by a medical malpractice I was senior underwriter for the same insurance company. company I started with when we arrived. “My wife has dual citizenship, so we insurancepeople.ca


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My wife immediately found work at a brokerage here in Vancouver, and I eventually was hired by Axa as a commercial underwriter.” Weinberg later worked with Aviva and ING before starting at TSW in 2006, opening the western region office in Vancouver for the company. “The first 18 years of my career have been underwriting, and the past 11 years have been as a wholesaler and marketer. The fit with TSW is perfect, and I expect to be here until I retire.” Two other people make up Stewart Weinberg’s team in Vancouver – Karen Stewart and Rommel Montes, both former retail brokers. Stewart, who is married and has a 24-year-old son, joined the firm in 2008. Originally from Maymont, Sask., she enrolled at Ryerson Polytechnic in Toronto in the late 1970s to pursue a career in journalism. “I came to Vancouver and worked in the printing industry until my son was born,” Stewart says. “And then a family member bought an insurance brokerage in Vancouver, so I helped out from 1994 to 2000, when the business was sold.” She went on to other brokerages – Fawcett Insurance, Shaw Sabey & Associates, Christie Phoenix and then, in 2003, Aon, where she worked in commercial lines. She took a break for two years before joining TSW. Montes “The work at TSW is very challenging; no two days are the same. I enjoy working directly with the brokers, helping them solve their problems.” Her colleague, Rommel Montes, joined the firm last August. He got into insurance as a result of his wife Kari’s family, who had a long history in the business. She’s vp of personal lines at Shaw Sabey & Associates. “My wife’s father, Larry McDonald, had owned Shaw Sabey, and she suggested I get into insurance,” Montes says. “So I wrote my exams and began working in the industry in 2003.” insurancepeople.ca

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Montes grew up in Fort St. John, Armstrong and Enderby, B.C. after his parents moved to Canada from the Philippines. The family eventually settled in Delta, south of Vancouver. Montes finished high school in 1992, specializing in both architectural and mechanical drafting, and worked as a technical sales rep for a steel fabrication company. Before turning to insurance he also worked in the computer supply industry for a few years. He was with Shaw Sabey from 2003 to 2011, when he

took parental leave after the couple’s twin sons were born. “There was a posting at TSW, and it was a really good fit. The main thing I enjoy is writing a lot of varied business types.” Weinberg says that with the help of his staff he will continue growing the firm’s western region and looking for opportunities to develop specific programs for brokers. To learn more, contact Dave Weinberg at 604-678-5405 or dweinberg@ tsw-management.ca. IP

Ever had that Errors & Omissions feeling?

Call Monarch BEFORE it happens to you! Insurance Brokers’ Errors & Omissions Program As managing brokers for Lloyd’s of London markets, we can also help in placement of coverage on most Errors & Omissions classes of business, as well as excess umbrella, CGL, D&O, property, motor truck cargo and auto physical damage. SERVING: ALBERTA • BRITISH COLUMBIA • MANITOBA • SASKATCHEWAN

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204, 7633 - 50 Street Meridian Place Edmonton, Alberta T6B 2W9 Ph 780-422-0568  Fax 780-425-6776 Toll-free phone Canada: 800-561-1713 Toll-free fax Canada: 866-425-6774 monarch@monarchins.com

online at www.monarchins.com Insurance People  May 2015  33


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LIONS GATE UNDERWRITING

©thinkstockphotos.ca/hxdbzxy

Expanded offerings to follow rebranding

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Lions Gate Underwriting has been focusing more of its attention on construction and project risk.

Lions Gate operations out of the Vancouions Gate Underwriting is ver office, is a market-leading specialist a new name in Canada’s construction broker. specialty insurance market, Says Gomes: “With the addition of but it’s going to become Shaun, who is well-known in the indusmuch more familiar in the try, our intent is to further strengthen months ahead. The Vanour resources in construction and project couver mga is the rebranded underwritrisk as an expert mga servicing brokers ing arm for BMS Canada Risk Services, looking for products and which is part of the global solutions for their clients BMS Group based in the U.K. in that area. Lions Gate will Brian Gomes, the Ottawaalso continue to market our based president and ceo of BMS established legacy products, Canada Risk Services, says the as well as add a suite of new Lions Gate brand represents a offerings which will include new focus for BMS’s underwrite&o, health-care solutions and ing activities in Canada. With the cyber insurance.” new name, there’s a new office; Gomes Gomes says BMS has been Lions Gate is now operating out operating an mga in Canada for about 10 of Bentall Square in Vancouver instead years, delivering solutions to brokers and of the old location in North Vancouver. their clients from a selection of syndiThere’s also a new executive member on cates at Lloyd’s of London. Rebranding board. to Lions Gate Underwriting made sense, In the last few years, Gomes says, the he says, given the diversity of business firm has turned more of its attention BMS handles and its new commitment to to construction and project risk. There people and capital. is also a new coo of BMS Canada Risk Recent activity has also included addServices, Shaun Johnston, who was with ing domestic insurers to the markets now Aon Risk Services in Vancouver for more represented. than a decade. Johnston, who will head 34  May 2015  Insurance People

“BMS in Vancouver historically existed without material capital investment put into the office or growth strategies developed. The office was managed remotely from London. But in 2015, things have changed. Our Canadian operations have grown substantially and our strategy is to invest in our mga and to identify products that brokers need and not just products we know are available. All of which has gone hand-in-hand with our rebranding and investment in adding experts such as Shaun Johnston.” Gomes say BMS and Lions Gate Underwriting have the resources and are big enough to find solutions to the most complex problems or needs brokers have, but they are also small enough to really care. He says he’s looking forward to new, strengthened relationships with brokers and the development of industry-leading products. “I would expect that a year from now we’ll have significantly expanded our product offering, not based on what is convenient for us to offer but what the Canadian market is demanding. With Shaun on board, those will be best-in-class products in segments such as construction and project risk which will be designed by specialists with the most up-to-date coverage inclusions available from both the domestic and Lloyd’s marketplace. And many brokers who have been unaware of our existence will know who we are.” When a broker thinks of Lions Gate, Gomes says, he will think of a solution that expands well beyond the placement of an insurance product. It will be a solution that provides the resource and insight into what’s happening in the marketplace and the needs of clients in specialty areas such as the construction sector. The BMS Group, the parent company of BMS Canada Risk Services, is a worldclass insurance brokerage providing reinsurance, direct, wholesale and specialist insurance solutions. It is a subsidiary of Minova Insurance. To learn more, visit www.lionsgate underwriting.com. IP insurancepeople.ca


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AVRO INSURANCE MANAGERS

Brokers are our top priority

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©thinkstockphotos.ca/Chalabala

customized program development. vro Insurance Managers is an independently owned and operated mga that has underwritten aviation In 2013 the business partnered with Plus Underwriting Managinsurance across Canada since 1978. ers, allowing Avro to further extend its reach and provide a wide range of full-service product offerings for brokerages of all sizes. With a knowledgeable staff of aircraft owners Together, Avro and Plus have worked with and pilots, and over 30 years of specialty and domestic markets to keep abreast experience dedicated to aviation of industry trends and develop a solid foundainsurance, Avro has the industry knowledge and established network of leading aviation insurance tion of products to service both aviation and underwriters to ensure the best coverage at the commercial property insurance needs. most competitive price. This extension of coverage and expertise provides their expansive broker network and The firm specializes in coverage for pleasure valued partners the ability to holistically serand private-business aircraft, corporate and vice a wide range of clients, both in the air and business aircraft, commercial charters, fixed-base Avro’s aviation-industry on the ground. operators, airline operations, aircraft and parts knowledge, combined with manufacturers, agriculture aviation, unmanned At Avro, brokers and their clients are the an emphasis on niche product aviation vehicles and hangars. number one priority. The firm strives to be the lines, provides a one-stop Avro’s wide-ranging industry knowledge, first and only stop in the marketplace. insurance solution for all types combined with an emphasis on niche product Not an existing broker? Call Mark Bee, Avro’s of aviation risks. lines, provides a one-stop insurance solution underwriting manager, at 604-699-2278 for an for all types of aviation risks available only to its broker network information packet explaining the firm’s suite of product lines. and valued partners. It strives to provide an incomparable level Already one of its brokers? Then contact Avro with your next of service, product training, risk management support and risk. IP

MAKE SURE YOUR COMMUNITY’S HOCKEY TEAMS & TOURNAMENTS ARE COVERED CSIB specializes in sport liability & accident insurance for teams, leagues, associations, individuals and organizations. We work with brokers across Western Canada, helping ensure their local hockey teams, tournaments and schools are well protected.

COMPLETE DETAILS AT www.csib.ca/broker

Don’t worry, CSIB has you covered.

insurancepeople.ca CSIB-0001 7x4.875.indd 1

Insurance People  May 2015  35 2015-04-08 11:02 AM


Chutter UNDERWRITING SERVICES EST. 1996 19 years and going strong. Over $400,000,000 in written premium Tel: 604-984-0285 • Toll-free: 1-888-382-6697 • Fax: 604-984-6140 #401 - 850 Harbourside Drive, North Vancouver BC V7P 0A3

www.chutteruw.com


CASUALTY PRODUCTS

MORGAN CHUTTER  morgan@chutteruw.com  KEVIN WILLIAMS kevin@chutteruw.com   LUKE EHMAN luke@chutteruw.com

Casualty limits $25,000,000. We consider ALL ACCOUNTS including: Contractors Millwrights Roofers Welders Plumbing, Heating, A/C Electrical Landscaping Crane Operators Security Equipment Installation Project Managers & Consultants Painting Excavation & Grading Shoring & Underpinning Renovation & Restoration Refrigeration Oil & Gas Pipefitting Pressure Washing Insulation Exploration Heavy Duty Mechanics Tree Removal, Brush Cutting & Arborists Logging Concrete & Paving Demolition Scaffolding General Drilling & Blasting Building Envelope & Waterproofing Hydro, Telecommunication & Power Generation Foundation Structural Erection Mining

Glass & Window Installers Elevator Pest Control & Extermination Silviculture Log Home Builders Pile Driving Road Building Railway Heavy Equipment Operators Manufacturers Furniture Industrial Equipment Building Products Agricultural Equipment Clothing Trailers Sawmills Metal Products Agricultural Equipment Wood Products Oil & Gas Products Electrical Components Custom Machining & Fabrication Cosmetics Chemicals & Cleaning Products Prefab & Log Homes Plastics Breweries, Distilleries & Wineries Distributors Automobile Parts Chemical Products Electronic Products

Food Products Pet Food Lumber Brokers Industrial Products Machinery Oil & Gas Products Products Manufactured Overseas Cleaning Products Recreational Equipment Construction & Safety Equipment Hospitality Restaurants Hotels / Motels Bowling Alleys Theatres Resorts Pubs, Lounges & Bars Taverns & Gastropubs Campgrounds Cafés & Coffee Shops Senior Homes Premises Apartment Complexes Malls / Shopping Centres Community Centres Arenas, Parking Lots Bingo Halls Casinos Marinas Gravel Pits & Quarries Retailers Liquor Stores Gas Stations Gyms & Personal Training Daycares

Miscellaneous Recycling Operations Garbage Collection Equipment Rentals Automobile Dealerships Building Supply Centres Non-Profit Organizations Unions Drone Operators Food Trucks Janitorial Scrap Metal Facilities & Processing Movers Communication Companies Event Coordinators Fitness Equipment Servicing Safety Training & Testing Hauling & Trucking Towing Photography & Videography Security & Private Investigators XS/Umbrella Try us on for your Excess & Umbrella needs Excess Commercial Automobile Liability Commercial Short Haul Fleets

We can consider both 100% USA and Foreign Products Exposures


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GMS (GROUP MEDICAL SERVICES)

The importance of considering health-care costs in retirement

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©thinkstockphotos.ca/AlexRaths

“In Saskatchewan an ambulance ride cal equipment and supplies. All this is ost Canadians can amount to $1,500 to $5,000. And the priced between $45 and $55 per month, don’t factor challenge is that when you’re retirement depending on province of residence, health-care costs age, you’re much more likely to need an for a 65-year-old. As long as a plan is into retirement ambulance at some point in time.” purchased within 60 days of leaving a plans and are For all these situations and more, group plan, there’s no need to complete a surprised by what GMS’s new guaranteed issue Replacemedical questionnaire. faces them when they hit retirement age. ment Health Coverage, available June “Someone without pre-existing condiIn fact, only a small fraction of retirees 1, offers different levels of affordable tions or group benefits might seek out really plan ahead for health care. But all health options prior to retirement, the transition to retirement can be a lot coverage. For people about to retire, or whereas somebody with a pre-existing easier with the help of Regina-based who have lost group benefits in the past condition might take advantage of the GMS (Group Medical Services), says 60 days, GMS Replacement Plans provide conversion-type product within 60 days Cassandra Avis, the company’s product the coverage people were used to in their of retirement or loss of previous analyst. coverage because it has no medical “One thing lacking in retirement underwriting,” says Jamie Stangel, planning is how replacing health national accounts manager and benefits will be managed,” Avis says. regional sales leader at GMS. “People spend a lot of time planStangel says the travel componing RSP contributions and RIFs, nent in the Replacement Health determining how they’re going to ChoicePlan and PremierPlan may invest money and how they’re going be ideal for older individuals planto get it. But one thing overlooked ning to travel during retirement. is what’s going to happen with their Both plans offer out-of-Canada group benefits once they’re no longer travel emergency medical coverage working.” with a $1 million lifetime limit. Many people assume benefits They also include prescription will carry on past retirement, and drugs and vision-care coverage are shocked after the fact to find in addition to all the benefits of they’re no longer covered, she says. Ninety-one per cent of Canadian retirees do not the EssentialPlan, but with higher According to a report by CIBC factor in health-care costs in their retirement plans. limits in many cases. Wood Gundy, only nine per cent All plans are competitively priced. A of Canadian retirees include health care group plan – even travel medical emerretiree between in their retirement plans, leaving 91 per gency coverage. If it’s been more than 55 and 59 years of cent who don’t. 60 days since someone lost their group age can expect to Retirement at the standard age still benefits, they can still purchase a medicpay $151 to $198 brings with it ally underwritten GMS Personal Health a month, dependgrowing costs for Coverage Plan. ing on the plan items like prescripGMS’s Replacement Health Essentialpurchased and tion drugs, eye care Plan provides basic coverage for someone the province of and ambulance leaving a group plan. It’s best suited to residence. services. A BMO retirees 65 years of age and over in good Stangel For those not Wealth Institute health and with minimal prescription transitioning from a group plan, GMS’s report says Candrug needs. It’s geared towards individuPersonal Health Coverage offers three adians can expect als wanting a key benefit like dental care Avis options: OmniPlan, ExtendaPlan and to spend over in their plan, offered at a more economithe BasicPlan. Based on an individual’s $5,000 a year on out-of-pocket healthcal rate by not having prescription drug health, province of residence and age, care costs after retirement. and travel medical coverage. a 55-year-old can expect to purchase a Avis says that in some provinces EssentialPlan also covers private-duty BasicPlan for as little as $10 per month. ambulance services cost a little more nursing, private and semi-private hospiFor more information, call 1-855-821than a taxi ride. In others, like Saskatchtal rooms, health practitioners (massage 6881 or visit gms.ca. IP ewan, the costs are extremely high. and chiropractors), ambulances, medi38  May 2015  Insurance People

insurancepeople.ca


MARKET FINDER 2010

For more details, see Market Contacts on page 46

A Abuse, Molestation April Aurora Plus Totten Trans Canada TSW

Accident Insurance All Sport Lions Gate

Ad Agencies April Can-Sure Monarch Totten Trans Canada TSW

AD&D All Sport Lions Gate TSW

Adjusters April Aurora Can-Sure Monarch Plus Totten Trans Canada

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Aesthetician April Aurora Can-Sure Plus Totten Trans Canada

After-grad Liability Beacon Pal

Agriculture: commercial April Aurora Beacon Chutter Monarch Totten Trans Canada TSW

Air Flight Accident Avro Lions Gate TSW

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Aircraft Hull, Liability Aurora Avro Totten Trans Canada TSW

Airport Contractors Liability April Aurora Avro Can-Sure Chutter Totten Trans Canada TSW

Airport Premises Aurora Avro Can-Sure Plus Totten Trans Canada TSW

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Amateur Sports

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Armoured Cars

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Beacon Can-Sure Chutter Plus Totten Trans Canada

April Aurora Can-Sure Monarch Plus Trans Canada

All Sport Beacon Can-Sure CSIB Plus Totten Trans Canada

Can-Sure Totten

Auto Service Stations

Auto Recyclers Beacon Can-Sure Chutter Totten Trans Canada TSW

Auto Repair Garages April Beacon Can-Sure Chutter Plus Totten Trans Canada

Aviation April Aurora Avro Totten Trans Canada TSW

Aviation Products Liability Aurora Avro Totten Trans Canada TSW

Aviation Property Aurora Avro Plus Totten Trans Canada TSW

Aviation: excess liability Aurora Avro Totten Trans Canada TSW

Aviation: non-owned Aurora Avro Totten Trans Canada TSW

B Baggage GMS

Bed & Breakfast April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada

Bingo Halls April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada

Biotechnology April Can-Sure Totten Trans Canada TSW

Blasting Contractors Can-Sure Chutter Totten Trans Canada TSW

Board of Education Trans Canada TSW

Boat Builders April Beacon Can-Sure Chutter Trans Canada TSW

Boat Dealers April Beacon Can-Sure Chutter Trans Canada

Boats April Beacon Can-Sure Trans Canada

Bonding Surety

Burglar Alarm Liability

April Monarch Plus Totten Trans Canada

Can-Sure Chutter Plus Totten Trans Canada TSW

Bonds: misc Monarch Plus Totten Trans Canada

Bowling Centres April Beacon Can-Sure Chutter Plus Totten Trans Canada

Breweries: craft/micro Can-Sure Chutter Plus Trans Canada

Brewpubs April Beacon Can-Sure Chutter Plus Totten Trans Canada

Builders Risk April Aurora Beacon Can-Sure Lions Gate Monarch Totten Trans Canada TSW

Bullion April

Burglar Alarm Installation April Can-Sure Chutter Plus Totten Trans Canada TSW

Business Consultants April Aurora Can-Sure Chutter Monarch Plus Totten Trans Canada TSW

Business Travel GMS Lions Gate

C Cable Operators Chutter Trans Canada

Campgrounds April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada

Cargo April Aurora Beacon Can-Sure Monarch Plus Totten Trans Canada TSW

Cargo: delayed startup Aurora TSW

8-page pull-out reference section Insurance People  May 2015  39


Market Finder M A R K E T F I N D E R 2 015

Carnival Rides, Attractions Can-Sure Totten

Cash In-transit Aurora Trans Canada TSW

Casinos, Gaming April Aurora Beacon Can-Sure Chutter Totten Trans Canada TSW

Chemical Drift Avro Trans Canada

Chemical Manufacturing April Chutter Totten Trans Canada TSW

Churches April Can-Sure Chutter Totten Trans Canada

Climbing Gyms Beacon Can-Sure Plus Totten

Clinical Trials Totten TSW

Commercial Liability: non-owned

April Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada

Commercial Property: excess lines April Aurora Beacon Can-Sure Totten Trans Canada TSW

Commercial Property: non-standard April Trans Canada

Commercial Surety Aurora Monarch Plus Totten Trans Canada

Commercial: freq claims April Beacon Can-Sure Totten Trans Canada

Community Groups, Associations

Aurora Totten TSW

Aurora Beacon Chutter Plus Totten Trans Canada

Commercial Auto

Computer Consultants

Aurora Monarch Totten Trans Canada TSW

April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

Coin Collections

Commercial Buildings: vacant April Beacon Can-Sure Lions Gate Plus Totten Trans Canada

Computer Fraud Aurora Can-Sure Totten Trans Canada TSW

40  May 2015  Insurance People

Condo Legal Expense

Convention Centres

Trans Canada

April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada TSW

Contentsin-storage April Aurora Beacon Can-Sure Pal Plus Totten Trans Canada

Contingency Products Pal Totten Trans Canada

Contractors Equipment April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada TSW

Contractors Liability April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada TSW

Contractors Pollution Aurora Can-Sure Chutter Monarch Plus Totten Trans Canada TSW

Contractors: remediation April Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

Course of Construction April Aurora Beacon Can-Sure Lions Gate Monarch Totten Trans Canada TSW

Credit Trans Canada

Credit Insurance

D

Dance Studios All Sport April Aurora Beacon Can-Sure Chutter CSIB Plus Totten Trans Canada

Daycare Centres Chutter Totten Trans Canada

Demolition Can-Sure Chutter Totten Trans Canada TSW

Dental Plans

Trans Canada TSW

GMS Trans Canada

Crime & Fidelity

Design/Build

April Aurora Chutter Totten Trans Canada TSW

Critical Illness Trans Canada

Curling Clubs All Sport April Aurora Beacon Can-Sure Chutter CSIB Monarch Plus Totten Trans Canada

Cyber/Data Breach April Can-Sure Totten Trans Canada TSW

Drywallers

April Aurora Beacon Can-Sure Chutter Lions Gate Plus Totten Trans Canada

Dude Ranches Beacon Can-Sure Totten

E E&O April Aurora Can-Sure Lions Gate Monarch Plus Totten Trans Canada TSW

E&O: Ad Agencies

Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

Destination Resorts

E&O: Adjusters

Beacon Can-Sure TSW

Directors & Officers April Aurora Can-Sure CSIB Lions Gate Monarch Plus Totten Trans Canada TSW

Disability Insurance Lions Gate

Discontinued Products Liability Chutter Trans Canada TSW

Distilleries Can-Sure Chutter Trans Canada

April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Agrologists April Aurora Monarch Totten Trans Canada TSW

E&O: Architects, Engineers April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Collection Agencies

E&O: Fiduciary

Totten Trans Canada TSW

Can-Sure Monarch Totten Trans Canada TSW

E&O: Fitness Instructors April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Computer Consultants April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Food Allergy Testing Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Draftsmen April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Freight Forwarders April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Driving Instructors Monarch Trans Canada

E&O: Employment Agencies

E&O: Gyms April Aurora Beacon Can-Sure Plus Trans Canada

April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Home Inspectors April Aurora Monarch Totten Trans Canada

E&O: Energy Consultants April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Insurance Brokers

E&O: Environmental Consultants April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Event Planners Can-Sure Pal

April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Interior Designers April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

insurancepeople.ca


Market Finder M A R K E T F I N D E R 2 015

E&O: Internet Coverages

April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Iridology April Aurora Can-Sure Monarch Totten Trans Canada

E&O: Laboratories Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Management Consultants April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Market Research Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Marketing April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Massage April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Miscell April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Mortgage Brokers Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Municipal Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Naturopathy April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Nondestructive Testing April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Occupational Therapists April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Personnel Placement April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Plumbing Consultants

April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Printers April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Property Managers April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Roofing Consultants April Can-Sure Monarch Totten Trans Canada TSW

E&O: U.S. Risks

April Aurora Can-Sure Monarch Totten Trans Canada TSW

Aurora Can-Sure Monarch Totten TSW

E&O: Sports Injury Aurora Can-Sure Monarch Plus Totten Trans Canada

E&O: Tattoo Parlours Can-Sure

E&O: Telemarketing

Can-Sure Monarch Totten Trans Canada TSW

April Can-Sure Monarch Totten Trans Canada TSW

April Can-Sure Monarch Totten Trans Canada TSW

E&O: Real Estate Brokers April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Reflexology April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

Aurora Can-Sure Totten Trans Canada TSW

E&O: Safety Consultants

E&O: Quality Control

E&O: Quantity Surveyors

E&O: TV/Film Producers

E&O: Trad Chinese Medicine Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Translators April Aurora Can-Sure Monarch Totten Trans Canada TSW

E&O: Travel Agents April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

E&O: Wedding Services April Can-Sure Monarch Totten Trans Canada TSW

Earthquake April Aurora Beacon Can-Sure Lions Gate Totten Trans Canada TSW

Earthquake: buydown Beacon Can-Sure TSW

Eco-product Manufacturers April Can-Sure Chutter Totten TSW

EDP Computer Consultants April Aurora Can-Sure Monarch Totten Trans Canada TSW

Electricians April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada TSW

Electrolysis, Waxing

Event Cancellation

Extended Health

April Aurora Can-Sure Totten

Aurora CSIB Pal Totten Trans Canada

GMS Lions Gate

Event Nonappearance

Failure-toperform

Employee Benefit Plans Can-Sure GMS

Employee Dishonesty, Crime April Aurora Can-Sure Chutter Trans Canada TSW

Employment Practices April Aurora Can-Sure Monarch Totten Trans Canada TSW

Energy Consultants April Aurora Can-Sure Monarch Totten Trans Canada TSW

Energy, Resources Aurora Chutter Monarch Totten Trans Canada TSW

Entertainment Aurora Beacon Chutter CSIB Pal Plus Totten Trans Canada TSW

Environmental Liability Aurora Can-Sure Plus Totten Trans Canada TSW

Equestrian Centres Liability Chutter

insurancepeople.ca

Aurora CSIB Pal Totten Trans Canada

Excess Auto Liability Chutter Totten Trans Canada TSW

Excess Liability April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada TSW

Excess Umbrella April Aurora Beacon Can-Sure Chutter Totten Trans Canada TSW

Exhibitions Aurora Beacon Can-Sure Chutter Pal Plus Totten Trans Canada TSW

Exhibitor Liability Beacon Chutter CSIB Pal Plus Trans Canada

Expatriate Medical Aurora Lions Gate

Export Credit Trans Canada TSW

F Can-Sure Plus Totten TSW

Family Fun Centres Aurora Beacon Can-Sure Chutter CSIB Plus Totten Trans Canada

Farm Buildings Aurora Beacon Can-Sure Monarch Plus Totten Trans Canada

Farm Liability Aurora Beacon Can-Sure Monarch Plus Totten Trans Canada

Farms Aurora Beacon Can-Sure Monarch Plus Totten Trans Canada

Feed Mills April Aurora Totten Trans Canada TSW

Festivals, Concerts All Sport Aurora Beacon Can-Sure Chutter CSIB Pal Plus Totten Trans Canada TSW

Insurance People  May 2015  41


Market Finder M A R K E T F I N D E R 2 015

Fidelity Bonds

Food Vendors

Golf Courses

Totten Trans Canada TSW

April Beacon Can-Sure Chutter CSIB Pal Plus Totten Trans Canada

Can-Sure Chutter CSIB Totten Trans Canada

Fiduciary Bonds Plus Totten Trans Canada

Film Production & Facilities Can-Sure Trans Canada

Financial Institution Bonds Trans Canada TSW

Fine Arts April Aurora Can-Sure Pal Totten Trans Canada TSW

Fire Equipt Liability Chutter Totten Trans Canada TSW

Fireworks April Pal Totten

First Nations Aurora Can-Sure Chutter Trans Canada

Fitness Industry All Sport Aurora Can-Sure Chutter Plus Totten Trans Canada

Food Banks Chutter Trans Canada

Food Contamination April Aurora Totten Trans Canada TSW

Framing Contractors April Aurora Beacon Can-Sure Chutter Lions Gate Plus Totten Trans Canada TSW

Freight Forwarders April Aurora Beacon Can-Sure Chutter Totten Trans Canada TSW

Funeral Directors April Totten Trans Canada

Furriers Block April Aurora Can-Sure Trans Canada

G General Liability April Aurora Beacon Can-Sure Chutter CSIB Lions Gate Monarch Pal Plus Totten Trans Canada TSW

Glass Chutter

42  May 2015  Insurance People

Grain Elevators April Beacon Can-Sure Totten Trans Canada TSW

Graphic Design April Aurora Can-Sure Lions Gate Monarch Totten Trans Canada TSW

Green Buildings April Aurora Can-Sure Totten Trans Canada TSW

Green Product Manufacturers April Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

Greenhouses Chutter Lions Gate Trans Canada

Group Health GMS Lions Gate

Group Homes: supervised Can-Sure Chutter

Grow-ops: former

Gymnastics Clubs

High-limit AD&D

Hospital Prof Liability

Insurance Brokers

Aurora Can-Sure Chutter CSIB Plus

Lions Gate Trans Canada TSW

Aurora Monarch Trans Canada TSW

April Aurora Can-Sure Lions Gate Monarch Plus Totten Trans Canada TSW

H Hair Salons April Aurora Can-Sure Chutter Plus Totten Trans Canada

Hairdressers April Aurora Can-Sure Chutter Plus Totten Trans Canada

Hangarkeepers Aurora Avro Can-Sure Plus Totten Trans Canada TSW

Hangars April Avro Can-Sure Plus Totten

Health Clubs April Aurora Beacon Can-Sure Chutter CSIB Plus Totten Trans Canada

Health: individual GMS

Healthcare

Hobby Farms Aurora Beacon Can-Sure Monarch Plus Totten Trans Canada

Hole-in-one Beacon Can-Sure CSIB Pal Totten Trans Canada

Hospitals, Nurs Homes, Medic Clinics April Aurora Can-Sure Monarch Totten Trans Canada TSW

Intellectual Property Aurora Can-Sure Trans Canada TSW

Interior Designers

April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada

Jewellers Block April Aurora Totten Trans Canada TSW

Jewellery: personal

Internet Coverages

April Beacon Can-Sure Plus Totten Trans Canada

April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada TSW

April Aurora Totten Trans Canada

Homeowners: high value

Hull & Machinery

Internet Risks

April Aurora Beacon Can-Sure Lions Gate Plus Totten Trans Canada

Beacon Trans Canada

Homeowners April Aurora Beacon Can-Sure Plus Totten

Homeowners: freq claims

Homeowners: mechanical breakdown Beacon Can-Sure

Horse Farms Can-Sure Totten Trans Canada

GMS Monarch Totten Trans Canada TSW

Horse Racetracks

Guided Tours

Helicopters

Aurora Monarch Trans Canada TSW

Aurora Avro Totten Trans Canada TSW

GMS Lions Gate Monarch Trans Canada

Janitorial

April Aurora Can-Sure Chutter Lions Gate Plus Totten Trans Canada

April Can-Sure Totten Trans Canada Beacon Can-Sure Monarch Pal Plus

Hospital/ Medical Travel

J

Chutter

Hospital Malpractice

Hot-air Balloons Avro

Hotels, Motels

I Information Technology April Aurora Can-Sure Lions Gate Monarch Totten Trans Canada TSW

Inpatriate Medical Lions Gate

Instructors: fitness, dance, music, yoga All Sport April Aurora Can-Sure Chutter CSIB Plus Totten Trans Canada

April Aurora Can-Sure Monarch Totten Trans Canada TSW April Aurora Can-Sure Monarch Totten Trans Canada TSW

Internet Service Providers Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

Investigators April Can-Sure Chutter Totten Trans Canada

Aurora Pal

K Kennels

Kidnap, Ransom April Aurora Can-Sure Totten Trans Canada TSW

Kiosks April Aurora Beacon Can-Sure Chutter Pal Plus Totten Trans Canada

L Land Surveyors April Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

insurancepeople.ca


Market Finder M A R K E T F I N D E R 2 015

Landscape Architects

April Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

Landscaping April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada

Laser Treatments April Totten TSW

Lawyers: excess liability Aurora Plus Totten Trans Canada TSW

Legal Expense April Aurora Beacon Can-Sure Plus Totten Trans Canada

Libel, Slander Plus Trans Canada TSW

Life Sciences Can-Sure Totten Trans Canada TSW

Liquor Liability April Beacon Can-Sure Chutter CSIB Pal Totten Trans Canada

Liquor Stores April Beacon Can-Sure Chutter Plus Totten Trans Canada

Livestock Chutter Totten Trans Canada

Livestock: in-transit

Logging Equipment

Manicurists, Nails

Martial Arts Studios

Microdermabrasion

April Aurora Can-Sure Plus Totten Trans Canada TSW

April Aurora Can-Sure Plus Totten

All Sport Aurora Can-Sure Chutter Totten

Logging Liability

April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Totten Trans Canada TSW

Aurora Can-Sure Chutter Plus Totten Trans Canada TSW

Logging Trucks April Aurora Can-Sure Plus TSW

Log-home Builders Beacon Can-Sure Chutter Plus Totten Trans Canada TSW

Manufacturers Liability

Marijuana Producers: licensed April Totten Trans Canada

Marinas April Beacon Can-Sure Chutter Trans Canada TSW

Marine: excess liability

April Aurora Can-Sure Totten Trans Canada TSW

Logs

Legions

Locksmiths

April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada

April Aurora Chutter Plus Totten Trans Canada

Long-term Care

Marine: hull, cargo, liability

April Aurora Can-Sure Totten Trans Canada TSW

April Beacon Can-Sure Monarch Trans Canada TSW

Leisure Activities All Sport Beacon CSIB Plus Totten

Lodges/ Camps: hunting, fishing Beacon Can-Sure Chutter Plus Totten Trans Canada

Liability

Log Homes

April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada TSW

April Aurora Beacon Can-Sure Chutter Lions Gate

insurancepeople.ca

Beacon Can-Sure Totten Trans Canada TSW

M Machine Shops April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Malicious Contamination Totten TSW

Beacon Can-Sure Trans Canada TSW

Marine: pleasurecraft April Beacon Can-Sure Trans Canada

Marketing Aurora Can-Sure Totten Trans Canada TSW

Martial Arts All Sport Can-Sure Totten

Massage Aurora Can-Sure Plus Totten Trans Canada

Media Aurora Can-Sure Totten Trans Canada TSW

Medical Plans GMS

Medical Products Liab April Aurora Can-Sure Totten Trans Canada TSW

Medical Prof Liab: foreign patients Aurora TSW

Medical Professional Liability April Aurora Can-Sure Monarch Plus Totten Trans Canada TSW

Medical Stop-loss Lions Gate TSW

Medical: incoming visitors/ immigrants GMS

Mercantile Packages April Aurora Can-Sure Lions Gate Plus Totten Trans Canada TSW

Municipal

Oil Patch

April Can-Sure Totten

Beacon Chutter Trans Canada TSW

Millwright

Municipalities

April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada TSW

Beacon Can-Sure Trans Canada TSW

April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Mining Contractors Aurora Can-Sure Chutter Totten Trans Canada TSW

April Aurora Beacon Can-Sure Chutter Totten Trans Canada TSW

Mining, Exploration

Non-profit D&O

Aurora Can-Sure Chutter Totten Trans Canada TSW

Mobile Homes April Aurora Beacon Can-Sure Pal

Mortgage Brokers Can-Sure Plus Trans Canada TSW

Mortgage Impairment April Trans Canada TSW

Motorcycle Dealers April Can-Sure Chutter Trans Canada

Motorcycles Beacon Can-Sure

Multimedia Aurora Trans Canada TSW

N No Priorinsurance

All Sport April Aurora Can-Sure Lions Gate Monarch Plus Totten Trans Canada TSW

Nurseries April Beacon Can-Sure Chutter Totten Trans Canada

O Office Packages April Aurora Can-Sure Lions Gate Plus Totten Trans Canada TSW

Oil & Gas April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Oil, Gas Consultants April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Oil, Gas Consultants: overseas April Aurora Can-Sure Monarch Totten Trans Canada TSW

Opticians, Optometrists April Aurora Can-Sure Plus Totten Trans Canada TSW

Outfitters, Guides Aurora Beacon Can-Sure Chutter Totten Trans Canada

Overseas Risks April Aurora Can-Sure Chutter Totten TSW

Oxygen Bars Totten

P Paintball, Laser Beacon Can-Sure Chutter CSIB

Insurance People  May 2015  43


Market Finder M A R K E T F I N D E R 2 015

Participants Liability

Plastics Manufacturers

Product Recall

Property: short term

Real Estate Brokers

Residential Add-ons

All Sport Beacon Can-Sure CSIB Plus Totten Trans Canada TSW

April Aurora Can-Sure Chutter Totten Trans Canada TSW

April Aurora Can-Sure Chutter Totten Trans Canada TSW

Beacon Can-Sure Pal Plus Totten Trans Canada

April Aurora Can-Sure Monarch Totten Trans Canada TSW

Beacon Totten

Pawnshops

Plumbers April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada TSW

Professional Liability

April Aurora Beacon Can-Sure Chutter Totten Trans Canada TSW

Pers Excess Umbrella Aurora

Personal Lines: freq claims April Beacon Can-Sure Totten Trans Canada

Personal Training All Sport Aurora Can-Sure Chutter CSIB Plus Totten

Point-of-sale Aurora Totten

Political Risks Totten TSW

Premises Pollution Aurora Can-Sure Plus Totten Trans Canada TSW

Printers

Lions Gate Plus

April Can-Sure Chutter Plus Totten Trans Canada TSW

Personal Watercraft

Prize Indemnity

Beacon Can-Sure CSIB Trans Canada

Beacon Can-Sure Monarch Pal Totten Trans Canada

Personal Umbrella

Personnel Placement Aurora Can-Sure Totten

Pharmaceuticals Aurora Chutter Totten Trans Canada TSW

Product Mfrs, Suppliers Liability April Aurora Can-Sure Chutter Lions Gate Monarch Totten Trans Canada TSW

44  May 2015  Insurance People

April Aurora Can-Sure Lions Gate Monarch Plus Totten Trans Canada TSW

Project Construction Managers April Aurora Can-Sure Chutter Lions Gate Monarch Totten Trans Canada TSW

Promoters: show, tour Aurora Pal Totten TSW

Property April Aurora Beacon Can-Sure Lions Gate Plus Totten Trans Canada TSW

Property Managers April Aurora Can-Sure Chutter Lions Gate Monarch Totten Trans Canada TSW

Property: high hazard April Aurora Beacon Can-Sure Monarch Totten Trans Canada TSW

Public Officials Liability Chutter Trans Canada TSW

Public Relations Totten

Publishers, Broadcasters Aurora Can-Sure Totten Trans Canada TSW

Pubs, Taverns, Bars

Rec Liability, Eco-tourism Aurora Beacon Can-Sure Plus

Recreational Events All Sport Beacon Can-Sure CSIB Pal Plus Totten Trans Canada

Recyclers

April Beacon Can-Sure Chutter Plus Totten Trans Canada

April Aurora Chutter Totten Trans Canada

PWC Rental

Aurora Can-Sure Chutter Totten Trans Canada TSW

Beacon

Pyrotechnics Totten

Q Quantity Surveyors Can-Sure Monarch Totten TSW

R Railroad Liab Aurora Can-Sure Chutter Trans Canada TSW

Railroad Rolling Stock Aurora Trans Canada TSW

Recycling/ Waste Liab

Remediation: lead, mould, asbestos Can-Sure Totten TSW

Remotecontrolled Aircraft Systems Avro Can-Sure Chutter TSW

Rent/Vacant Dwellings: freq claims April Beacon Can-Sure Plus Totten Trans Canada

Residential Buildings: vacant April Beacon Can-Sure Lions Gate Plus Totten Trans Canada

Residential Mechanical Breakdown Totten

Restaurants April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada

Retail Stores April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Plus Totten Trans Canada

Rodeos Aurora Beacon Can-Sure CSIB Pal Totten

Roofing Contractors April Can-Sure Chutter Totten Trans Canada TSW

S

Safety Consultants April Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

Sawmills April Beacon Can-Sure Chutter Totten Trans Canada TSW

School Tuition

Ship Repairers

April Beacon Can-Sure Plus Trans Canada TSW

Snow Removal April Aurora Can-Sure Totten Trans Canada TSW

Snowmobile Rentals Beacon Can-Sure Trans Canada

Trans Canada

Snowmobiles

Schools

Beacon Can-Sure Trans Canada

Can-Sure Chutter Totten Trans Canada TSW

Scooters Beacon

Security Can-Sure Chutter Plus Totten Trans Canada

Security Guards Liab Aurora Can-Sure Chutter Plus Totten Trans Canada

Seed Cleaning Plants April Totten Trans Canada TSW

Software Developers Aurora Can-Sure Monarch Totten Trans Canada TSW

Spas April Can-Sure Chutter Plus Totten Trans Canada

Spec-homes: vacant Beacon Can-Sure Lions Gate Totten Trans Canada

Special Events

Rooming Houses

Self-insured Retention Programs

April Beacon Can-Sure Plus Totten Trans Canada

Can-Sure Trans Canada TSW

All Sport Aurora Beacon Can-Sure CSIB Pal Plus Totten Trans Canada TSW

Server Liability

Spectator Liability

RV Dealers Chutter Trans Canada

Beacon Chutter Pal Totten TSW

All Sport Beacon Can-Sure CSIB Pal Plus TSW insurancepeople.ca


Market Finder M A R K E T F I N D E R 2 015

Sports Assns, Organizations

Stock Throughput

Teachers Malpractice

Travel Insur: special risks

All Sport Aurora Beacon Can-Sure CSIB Plus Totten Trans Canada

Can-Sure

Totten Trans Canada TSW

CSIB GMS Lions Gate

Tech Companies

Trip Cancel, Interruption

Can-Sure Lions Gate Plus

CSIB GMS

Terminal Operators

Aurora Beacon Can-Sure CSIB Trans Canada

Sports Injury, Accident

Storage Tank Pollution Aurora Can-Sure Plus Totten Trans Canada TSW

All Sport Can-Sure CSIB Lions Gate Plus TSW

Student Accident

Sports Liability

GMS Lions Gate

All Sport Aurora Beacon Can-Sure CSIB Plus Totten TSW

GMS Lions Gate

Student Travel Medical

Successor Liability TSW

Suntan Bed Liability Totten

Sports Travel

Surety

All Sport Can-Sure CSIB Lions Gate Plus

Aurora Monarch Plus Totten Trans Canada

Sports, Leisure Products

Surgical Centres

Aurora Can-Sure CSIB Plus Totten

Totten Trans Canada TSW

Sprinklers

Totten TSW

Can-Sure Chutter Totten Trans Canada TSW

Stamp Collections Aurora Pal Totten TSW

Standing Timber Aurora Beacon Can-Sure Totten

Stevedores Chutter TSW

Surgical: animals

Surplus Lines April Aurora Beacon Can-Sure Totten Trans Canada TSW

Symphonies TSW

T Tanning Salons Totten

Tattoo Parlours Can-Sure

insurancepeople.ca

Beacon Can-Sure Trans Canada TSW

Terrorism, Sabotage April Aurora Lions Gate Totten Trans Canada TSW

Theatre All Sport Aurora Beacon Can-Sure Chutter Plus TSW

Trip Transit

Truck Cargo Liability April Aurora Beacon Can-Sure Monarch Plus Trans Canada

Truck Excess Liability April Aurora Can-Sure Chutter Trans Canada TSW

Toy Manufacturers

Truck: long haul

Chutter Totten TSW

April Aurora Beacon Can-Sure Monarch Plus Trans Canada

Trade Show Booths All Sport Beacon Pal Plus Totten

Translators Aurora Can-Sure Totten Trans Canada

Travel Accident, Medical GMS Lions Gate

Travel Agents April Aurora Can-Sure Chutter Monarch Plus Trans Canada

Truckers: physical damage April Aurora Can-Sure Monarch Plus Trans Canada

Trust Fund Liability Totten TSW

TV/Film Producers Can-Sure TSW

U

U.S. Admitted Paper Chutter Totten TSW

U.S. High-value Pers Lines TSW

U.S. Products Liability Chutter Lions Gate Totten Trans Canada TSW

U.S. Risks Aurora Chutter Totten Trans Canada TSW

U.S. Workers’ Compensation Trans Canada TSW

Umbrella Liability April Aurora Beacon Can-Sure Chutter Plus Totten Trans Canada TSW

Umbrella: pers/comm combined Totten

Unmanned Aerial Vehicles Aurora Avro Can-Sure Chutter TSW

V Vacant Bldgs: comm/resid April Beacon Can-Sure Lions Gate Plus Totten Trans Canada

Vacant Homes: for sale

Weather Promotion

Welding Contractors

April Beacon Can-Sure Lions Gate Plus Totten Trans Canada

Aurora Pal Totten Trans Canada

April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Vacation Home Rental Beacon Can-Sure Totten

Vending Machines April Beacon Can-Sure Pal Totten

Veterinarian Malpractice April Totten Trans Canada TSW

Video Production Aurora TSW

VLTs Beacon Pal Totten TSW

W War Risk Lions Gate Totten TSW

Warehouse Legal Liab April Beacon Can-Sure Totten Trans Canada TSW

Warranty Aurora Trans Canada

Weather Cancellation Pal Plus Trans Canada

Web Designers /Hosts Aurora Can-Sure Totten Trans Canada TSW

Wedding Cancellation CSIB Pal Totten

Weddings All Sport Beacon Can-Sure CSIB Pal

Welders: off-premises April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Welders: pipefitters April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Welders: pipeline April Aurora Beacon Can-Sure Chutter Monarch Totten Trans Canada TSW

Welders: structural April Aurora Can-Sure Chutter Monarch Totten Trans Canada TSW

Wharfingers Liability Beacon

Whitewater Rafting Can-Sure

Wine Collections Aurora Totten

Wineries April Chutter Totten Trans Canada

Workplace Violence Totten TSW

Wrap-up Liability April Aurora Beacon Can-Sure Chutter Lions Gate Monarch Totten Trans Canada TSW

Y Yacht Clubs April Beacon Plus

Yachts April Beacon Can-Sure Trans Canada TSW

Youth Support CSIB

Z Zoos Chutter Trans Canada

Insurance People  May 2015  45


Market Finder M A R K E T F I N D E R 2 015

Monarch Insurance

Totten Group

www.monarchins.com 204 – 7633 50 St Edmonton AB T6B 2W9 Tel 780-422-0568 Toll-free 800-561-1713 Fax 780-425-6776 Contact: Greg Randell grandell@monarchins.com

Pal Insurance

All Sport Insurance

Avro Insurance Managers

Can-Sure Underwriting

allsportinsurance.com 507 – 1367 W Broadway Vancouver BC V6H 4A7 Tel 604-737-3018 Toll-free 877-992-2288 Fax 604-737-3076 Contact: Gina Bennett gina@allsport insurance.com

www.avroins.com 1500 – 1166 Alberni St Vancouver BC V6E 3Z3 Tel 604-699-2278 Toll-free 800-796-2876 Fax 604-608-3384 Contact: Mark Bee mark@avroins.com

www.can-sure.com 830 – 800 W Pender St Vancouver BC V6C 2V6 Tel 604-685-6533 Toll-free 877-685-6533 Fax 604-685-6554 Contact: Jeff Hart jeffhart@can-sure.com

Beacon Underwriting

Chutter Underwriting

www.beacon724.com 290 Alexander St NE Box 370 Salmon Arm BC V1E 4N5 Tel 250-832-1008 Toll-free 888-645-8811 Fax 250-832-3222 Contact: Dave Marsh dmarsh@beacon724.com

www.chutteruw.com 401 – 850 Harbourside Dr North Vancouver BC V7P 0A3 Tel 604-984-0285 Toll-free 888-382-6697 Fax 604-984-6140 Contact: Morgan Chutter morgan@chutteruw.com

April Canada www.april.ca 100 – 1400 1st St SW Calgary AB T2R 0V8 Toll-free 855-745-1010 Fax 403-237-9976 info@april.ca 4405 Boul Lapiniere Brossard QC J4Z 3T5 Toll-free 855-745-1010 Fax 450-672-5533 Contact: Charlotte Malaurie residential@april.ca Luc Bouchard transport@april.ca 1100 – 235 Yorkland Blvd Toronto ON M2J 4Y8 Toll-free 855-745-1010 Fax 416-925-7260 Contact: Kent Pitkin commercial@april.ca

Aurora Underwriting auroraunderwriting.com 306 – 9945 50 St Edmonton AB T6A 0L4 Toll-free 866-328-1314 Fax toll-free 866-428-8143 Contact: Nona McCreedy nmccreedy@ auroraunderwriting.com

314 – 6325 204 St Langley BC V2Y 3B3 Tel 604-532-6864 Toll-free 877-532-6864 Fax 604-532-6894 Contact: Tommy Truong ttruong@can-sure.com

GMS (Group Medical Services)

4512 99 St Edmonton AB T6E 5H5 Tel 780-391-2115 Toll-free 855-435-4862 Fax 780-391-2097 Contact: Susan Skett sskett@can-sure.com

www.gms.ca 2055 Albert St Regina SK S4P 0E3 Toll-free 855-821-6881 Fax 306-525-6360 Contacts: John Salmond jsalmond@gms.ca; Jamie Stangel jstagel@gms.ca

Canadian Sports Insurance Brokers (CSIB)

Lions Gate Underwriting Agency

www.csib.ca 101c Hodsman Rd Regina SK S4N 5W5 Tel 306-566-4450 Toll-free 877-678-7411 Fax 306-781-7066 Contact: Susan Ewart susan@csib.ca

46  May 2015  Insurance People

www.lionsgateuw.com PO Box 49241 Stn Bentall Ctr Vancouver BC V7X 1L2 Tel 604-990-8882 ext 1548 Fax 604-990-8843 Contact: Fabian Hemmings fabian.hemmings@ bmsgroup.com

www.palcanada.com 400 – 1400 1st St SW Calgary AB T2R 0V8 Toll-free 800-661-1608 ext 228 Fax 403-261-3903 Contact: Deb Quiring alberta@palcanada.com

www.tottengroup.com 910 – 20 Dundas St W Toronto ON M5G 2C2 Tel 647-826-1435 Toll-free 888-868-8367 Contact: Drew Collins drew.collins@ tottengroup.com

800 – 1185 W Georgia St Vancouver BC V6E 4E6 Tel 778-984-4922 Toll-free 888-868-8367 Contact: Marco Andolfatto marco.andolfatto@ tottengroup.com

Trans Canada Insurance Marketing

2 Norfolk St S Simcoe ON N3Y 2V9 Toll-free 800-265-8098 ext 229 Fax 519-428-5661 Contact: Matt Taylor ontario@palcanada.com

www.tcim.ca 807 – 177 Lombard Ave Winnipeg MB R3B 0W5 Tel 204-925-8276 Fax 204-925-8279 Contact: Colette Rezansoff crezansoff@tcim.ca

Plus Underwriting Managers

TSW Management Services

www.plusinsurance.ca 1500 – 1166 Alberni St Vancouver BC V6E 3Z3 Tel 604-639-5969 Fax 604-331-0662 Contact: Karen McGee k.mcgee@plusinsurance.ca

www.tsw-management.ca 200 – 1177 W Hastings St Vancouver BC V6E 2K3 Tel 604-678-5405 Fax 604-678-6882 Contact: Dave Weinberg dweinberg@ tsw-management.ca

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NEW NAME, NEW LOCATION, NEW PRODUCTS SAME GREAT SERVICE • Commercial and Residential Builders Risk, Wrap • Various wholesale Accident and Sickness products, including insurance programs and/or Up, CGL, Vacant/High Risk Property, High Value individual standalone policies for Expatriate and Homes, E&O, Not for Profit D&O and Health Care. Visitors Medical • Extended Health Benefits Stop-Loss, Disability and Career Loss insurance, Accidental Death and Disablement coverage.

• TripPak Emergency Travel Medical

Visit our new website

www.lionsgateuw.com Lions Gate Underwriting is the new name for BMS Specialty Risks Underwriting Managers Ltd.

Lions Gate Underwriting • Suite 3201 • Four Bentall Centre 1055 Dunsmuir Street • PO Box 49241 • Vancouver BC V7X 1L2 Tel: 604 990 8882 • Toll Free: 1 866 990 8882 • F: 604 990 8843


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TOTTEN INSURANCE GROUP

©thinkstockphotos.ca/Darin Burt

Acquisition, new products highlight exciting start to 2015

s Totten

recently acquired Montreal-based wholesaler National Brokerage Services, which has one of the country’s most successful and stable forestry insurance programs. 48  May 2015  Insurance People

C

onsistency, growth and innovation were the themes of 2014 for the team at Totten Insurance Group. With offices in six Canadian provinces, this industry leader had positive results in each of its divisions and niche product segments. True to its values, Totten’s success is attributed to the strength and development of its people and a continued effort to acquire top talent in the insurance industry.

Buoyed by a successful 2014, the Totten team of best-in-class professionals are looking confidently to the future as they continue the firm’s successful formula for delivering a high level of services and innovative insurance products for brokers across the country. Totten made an exciting start to 2015 with its acquisition of Quebec-based wholesaler National Brokerage Services S.C.N. This broadens the organization’s physical footprint and market share in Canada and further expands insurancepeople.ca


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als such as asbestos, mould or hydrocarchanges to weather patterns, construction its insurance products. Headquartered bons, and construction projects involving codes and techniques are keeping brokers in Montreal, NBS has satellite offices in tanks and contaminated brownfields, are who have roofing clients on their toes, Alberta, Manitoba, Ontario and northern all covered. Totten’s product also includes they can continue to rely on Totten as a Quebec, which will remain in full operainnovative extensions such as incidentrusted partner in this difficult risk class. tion while maintaining the NBS cortal transportation coverage, emergency porate brand. Complementing Totten’s Totten’s professional liability division response costs coverage, environmental specializations and areas of focus, NBS is excited to announce the launch of a restoration costs and non-owned disbrings its own suite of niche products new package insurance product. Caterposal site coverage. and expertise. ing to professionals in a wide variety Finally, Totten is a consistent and NBS enhances Totten’s existing bench of industries and segments, including reliable source for insurance in the strength and brings a strong understandbusiness management, human resources, hospitality segment. As a stable insuring of regional forestry harvesting internet technology and media, the ance provider for more than 10 years, techniques and the needs of local forestry package consists of a complete suite of the firm writes everything from family business associations. proprietary coverrestaurants to neighbourhood pubs. It This knowledge has As Totten charts a course age such as e&o, can write coverage of up to 100 per cent helped NBS adapt to cgl, property and forward, it is focused on of liquor sales, with limits of up to $10 the challenges, hazards cyber. The latter is an growth in its target sectors innovative and costmillion available. A major highlight of and operations of the the hospitality package is the breadth and industry, translating effective solution for while also creating an variety of options and coverage exteninto intelligent undercyber exposures such even more effective sions. Legal expense liability coverage is writing and attractive as the loss of private client-centric approach. now included, and further enhancements rating for professional data. While the prodsuch as restaurant recovery coverage for harvesting contracuct is comprehensive, family restaurants and pubs are available tors. NBS now boasts one of Canada’s most another key consideration is affordabilat no additional cost. successful and stable forestry insurance ity. Professionals working from a home As Totten charts a course forward, it programs. office and generating limited revenue can is focused on growth in its target sectors NBS also offers a non-standard auto qualify for an e&o and cgl package startwhile also creating an even more effective program that accommodates insureds ing as low as $750. client-centric approach. Its top priorities with criminal records, multiple claims, The environmental division at Totten are delivering a high standard of service, driver’s licence suspensions and nonhas also launched a new offering. Its creating innovative products that drive a standard loans or ownerships. The contractors’ pollution liability product is compelling value proposition and nurturprogram was recently opened to light tailored for a wide variety of contractors commercial auto classes, a rare offering, and construction projects. This proprieing and acquiring top underwriting talent. and provides its Quebec brokers with a tary wording covers cleanup costs as well With a lineup of great products, proven trucking program. as bodily injury and property damage lihistory of growth and its team’s best-inIn the construction sector, Totten is ability arising from pollution conditions. class expertise, Totten is set to lead the way, seeing steady demand for project-specific Contractors handling hazardous materijust as it has for more than 13 years. IP insurance as municipalities, homebuilders and developers construct shopping malls, recreation centres, sports stadiums and office towers. Specific to the civil works area, the construction of highways, bridges, rail corridors and links, subsurface infrastructure, hospitals, jails and IT centres have also required insurance coverage. Totten stands with its partners in this sector, offering project-specific coverage in e&o, wrap-up liability, course of construction and pollution liability, each designed to protect all participants, including consultants, contractors, owners and developers. Totten’s Roofing Centre of Excellence Dave Weinberg CIP continues to offer a dedicated underWestern Regional Manager writing facility to provide insurance for Direct: 604-678-5405 the roofing industry. With significant dweinberg@tsw-management.ca in-house capacity, an extremely comprehensive coverage package, along with Toll-free: 1-866-904-8146 • Fax: 604-678-6882 experienced and technical underwriters, www.tsw-management.ca • 200 - 1177 W Hastings St, Vancouver BC V6E 2K3 Totten has established itself as a market leader in this segment. While ongoing

Complex Commercial Risk and Brokers’ E&O SPECIALISTS

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Insurance People  May 2015  49


Two Brands, One Approach! Deep expertise, creative solutions and unique products delivered with exceptional service from engaged staff in a cando culture, offering both underwriting and claim services, a cross-Canada footprint, and a one-stop-shop experience!

Can-Sure Underwriting Can-Sure specializes in bespoke underwriting of commercial and personal risk placements. Our experienced underwriters will tailor coverage to suit your customer’s specific needs. Can-Sure offers expertise in the following lines and segments of insurance: Property (All Classes Standard and Non) Casualty (CGL, XS, Umbrella, Wrap-up) Builders Risk (COC and Blanket) Trucking (Cargo and Warehousing) Contractors Equipment (All Types) Vacant Risks Professional Services (A&E, Medmal, Tech, Misc.) Pollution Liability (CPL, Sites, Trucking) Manufacturing and Fabrication Oil & Gas Contractors and Consultants

Hospitality “Great Outdoors” Resorts and Lodges Recreational Risks Guides & Outfitters High Value Homeowners Hard to Place Homeowners Bed & Breakfast or Home-stay Rental or Seasonal Dwellings Management Liability (D&O) Welding Contractors

www.can-sure.com

Beacon Underwriting Beacon specializes in package insurance products designed to meet your customer’s specific insurance needs. Our experienced underwriters and claims staff support fast, efficient, and comprehensive insurance placements that you can rely upon. Beacon offers expertise in the following insurance products: Boats and Personal Watercraft RideSmart Motorcycle Program (in BC) ATVs, Snowmobiles, Dirt Bikes Commercial Marine (Hull and P&I) Marina Operators

www.beacon724.com

Special Events (Festivals, Weddings, etc.) Small Vendors (Public Market Vendors) Mobile Homes Hole-In-One Coverage Contents-In-Storage Coverage


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ALL SPORT INSURANCE MARKETING

Concussions: brain wave

I

By Gina Bennett

t used to be that we seldom heard much about concussionrelated injuries in sports. Recently, however, we have been learning a great deal about what is now being called a “silent epidemic.” Concussions are not just happening to our insured athletes, but to our children as well. Fortunately, the media has helped educate us all about the dangers of concussions, and people are being made aware of the signs and symptoms. Many coaches are pushing for returnto-play guidelines – a gradual, six-step return to play. As a result of this growing awareness, concussions are now being taken seriously – as potentially life-altering, sometimes even life-threatening, injuries.

can include one or more of the following: Loss of consciousness or responsiveness; lying motionless on ground/slow to get up; unsteady on feet/balance problems or falling over/uncoordinated; grabbing/ clutching of head; dazed, blank or vacant look; confused/not aware of plays or events. Memory function or failure to answer simple questions may also suggest a concussion. What venue are we at today? Did your team win the last game? What is today’s date? What’s your phone number?

a severe or increasing headache, double vision or an unusual change in behaviour, they should be safely and immediately removed from the playing surface. If there is not a medical professional present, the athlete should be transported for urgent medical assessment. It’s also important to remember that in all cases, the basic principles of first aid – danger, response, airway, breathing and circulation – should be followed. Do not attempt to remove a helmet or move the athlete, other than required for airway support, unless trained to so do. Recovery

©thinkstockphotos.ca/james boulette

As with any injury, concussion recovery times can vary from individual to individual. Symptoms differ, and having the athlete listen to their own brain and body is vital to recovery. Both physical and cognitive rest are important. Participating only in daily life activities without increasing heart rate or breaking a sweat and limiting activities requiring a high level of concentration should not trigger or worsen symptoms. To prevent social isolation What is it? A concussion is a brain or depression and anxiety, lowinjury. Any blow to the head, level interaction such as short face or neck – to anywhere on telephone conversations with the body, in fact – that causes family or friends is suggested. Any sudden shaking or jarring of the brain can cause a concusa sudden shaking or jarring of Once the athlete is symptomsion, a potentially life-altering, even life-threatening injury. the brain can cause such an infree at rest, they should return to work or school before playing sports. jury. A concussion can happen to a hockey Suspected concussion Returning to play too soon could result in player receiving a check or a gymnast Any athlete with a suspected concusmore severe or long-term problems. taking a fall. A slip on an icy sidewalk sion should be removed from play immecan cause a concussion. So can a car diately and should not return to activity Those who have suffered a concussion accident. One does not have to lose conuntil medically assessed. They should should be patient. The brain needs time not be left alone and should not drive. to heal. If symptoms return, the activsciousness to suffer a concussion. In all cases of suspected concussion it is ity should be stopped. The recuperating There are several concussion-recogrecommended that the athlete be referred athlete should rest and try again when nition tools available. All Sport Insurto a medical professional for a diagnosis. symptom-free. ance acknowledges Parachute Canada, It is also recommended that return-toAll Sport Insurance Marketing is an a national organization dedicated to play guidelines be followed, even if the incorporated mga providing insurance preventing injuries and saving lives by symptoms appear to have passed. for sport, leisure and recreation acproviding solutions to prevent and recIf an athlete is experiencing or indicattivities. We have been in business since ognize concussions. The key is to identify ing neck pain, confusion or irritability, 1987. IP a concussion and remove the athlete n    n    n vomiting, seizure or convulsion, a weakfrom play. ness or tingling/burning sensation in the Gina Bennett is vp and underwriting manager of Visible clues arms or legs, deteriorating consciousness, All Sport Insurance Marketing. Visible clues of suspected concussion insurancepeople.ca

Insurance People  May 2015  51


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MONARCH INSURANCE BROKERS

Brokers are sitting ducks By Greg Randell

I

nsurance brokers are sitting ducks when it comes to e&o incidents/claims, and we all know who has the guns. Our society in general has become very litigious, and the way a lot of brokers operate has made them easy targets for duck hunters. The larger brokerages are particularly vulnerable

Your one-stop insurance solution

due to sheer size and lack of controls. Commissioned producers tend to lose sight of proper procedures because of the almighty dollar, as any losses are not at their expense. Brokers must look beyond the premiums and make sure they exercise due diligence when it comes to placement of business. The biggest issue as it relates to e&o claims is the lack of documentation. Eighty per cent of all claims would never have been paid out had the brokers simply documented their files properly. It all boils

©thinkstockphotos.ca/Juha Remes

Commercial Surety Events Liability Excess Liability General Property & Liability High Valued Homes Inland Marine Lloyd’s Open Market Miscellaneous E&O Motor Truck Cargo Non-Profit D&O Strata & Business Legal Expense Environmental Impairment Liability

Large brokerages are particularly vulnerable to e&o claims due to size and lack of controls.

1500-1166 Alberni Street Vancouver, BC V6E 3Z3 T 604-639-8359 F 604-331-0662 www.plusinsurance.ca submissions@plusinsurance.ca Lloyd’s Coverholder

Private & Commercial Aircraft Non-Owned Aircraft Liability Aviation General Liability Airshow/Airmeet Liability Hangar Program Parachuting Operations Fixed Base Operators Contractors Liability UAV/Drone Insurance 1500-1166 Alberni Street Vancouver, BC V6E 3Z3 T 1-800-796-2876 F 604-608 3384 info@avroins.com www.avroins.com Lloyd’s Coverholder

down to the broker having to sit in front of a judge who simply asks for written and documented proof on how they proceeded in placement of the coverage. Without it you have no defence on the action, so the judge orders your insurer to pay. If proper precautions are not taken to prevent a claim, it’s only a matter of time, just like a game of Russian roulette. It’s safe to say that most, if not all, brokers have potential issues with their files. One can only dodge the bullet for so long. Like bulletproof clothing, proper procedures can help protect you. Given the increasing number of claims in the past few years, there is no doubt rate increases and coverage reductions are on the horizon should brokers not take appropriate measures to protect themselves. Just remember that when it comes to broker e&o, hunting season is open 12 months of the year, and sitting ducks are easy to hit. Monarch Insurance Brokers has been providing e&o cover for brokers since 1982. IP n    n    n

Greg Randell is president of Monarch Insurance Brokers. 52  May 2015  Insurance People

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CANADIAN SPORTS INSURANCE BROKERS

Ironman Canada partners with Regina sports cover specialists

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coaches and managers,” she says. “It also includes participants’ liability, which is very important and attractive for people in the sports world. Accident insurance is included. With an additional premium, you can go out of country.” CSIB also has a weekend insurance package for four Catherwood days only, with the same coverage as the annual package. Catherwood says an example of where the accident aspect of the insurance comes into play is if an ambulance has to be called as a result of an injury. There’s also tenants’ legal liability. For example, if changing rooms were to be damaged due to the rowdiness of players, Catherwood says that would be covered. Bishop says the hockey program is very popular. “We’ve definitely seen a large increase in volume since we opened it up to brokers.” The hockey program was first developed in 2000 by Susan Ewart, CSIB’s

director of insurance services, when she had her own brokerage, Jordan Ewart Insurance. The book of business was subsequently sold to another agency, which was purchased in 2013 by CSIB. CSIB’s reputation is growing. Bishop says the brokerage has just concluded an arrangement with Ironman Canada, associated with the World Triathlon Corporation, which organizes long-distance triathlons. “We’ll be their exclusive provider for participants for coverages such as travel. We will also provide bike insurance. Partnering with Ironman Canada is a very big thing for us.” Canadian Sports Insurance Brokers currently markets its products only in B.C., Alberta, Saskatchewan and Manitoba, but it will be targeting the rest of the country soon, starting with Ontario. Bishop is currently going through the process of getting licensed in Ontario, which will likely take six months to a year. CSIB will then be looking at expanding to the rest of the country. To learn more, call toll-free 1-877-6787411 or visit csib.ca. IP

©thinkstockphotos.ca/Purestock

T

he team at Canadian Sports Insurance Brokers believes it has a superior and unique product not offered by any other firm. CSIB is a division of Hal Insurance of Regina, a general insurance brokerage and mga specializing in sports liability and accident insurance for teams, leagues, associations, individuals and various organizations. One of its special products is a hockey program that sets it apart from other firms involved in sports liability. The program is available directly to the public, and is now also being offered through brokers via CSIB’s mga arm. Brokers are required to apply through email or by telephone. Jenn Bishop, a sports risk adviser with CSIB, says the firm’s team program is exclusive to Canadian Sports Insurance Brokers – no other business has quite the same package. “If brokers were Bishop to approach different markets for a hockey program, they may be able to get insurance for hockey teams. However, with this program specifically, they will either be referred to us or they will be given other types of insurance. But it wouldn’t be as comprehensive or as reasonably priced as ours.” Bishop has been in the insurance business for 10 years. She started working with Hal Insurance in 2013. Bishop’s colleague, Janelle Catherwood, also a sports risk adviser with CSIB, has worked in the insurance industry for six years. She joined Hal in 2011. Catherwood says CSIB’s hockey program covers off-season hockey operations in the spring and summer for anything not sanctioned by Hockey Canada, the national governing body of hockey. “It provides a $5 million general liability limit for up to 23 players and four

CSIB is a division of Hal Insurance of Regina, a general insurance brokerage and mga specializing in sports liability and accident insurance for teams, leagues, associations and individuals. Insurance People  May 2015  53


Happy. Healthy. Secure.

GMS Health Insurance Help your clients feel safe between the lines. Our health plans are easy for clients to understand – and easy for you to sell. We offer innovative technology solutions like our broker portal, web linking technology, a dedicated broker assistance 1-800 number, support from GMS Regional Sales Leaders as well as custom marketing solutions for brokers who qualify. Talk to your Regional Sales Leader, visit gms.ca or call 1 855 539 9887. H E A LT H & T R AV E L I N S U R A N C E | G R O U P B E N E F I T S GROUP MEDICAL SERVICES Copyright Š 2014. All Rights Reserved. Group Medical Services is the operating name for GMS Insurance Inc. in provinces outside of Saskatchewan. Products not offered in Quebec, New Brunswick, Nunavut, Yukon and the Northwest Territories.

O U R P O R TA L I S D E S I G N E D W I T H B ROK ER S AND AGENT S IN MIND


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2 0 15 TO FIND OUT WHY MORE CANADIANS ARE CHOOSING GMS

TRANS CANADA INSURANCE MARKETING

Helpful tips to secure info from cyber attack

Contact a Regional Sales Leader in your area

BRITISH COLUMBIA

Laurence Allen Regional Sales Leader 604.539.1908 • lallen@gms.ca ALBERTA

David Roberts Regional Sales Leader 403.532.0667 • droberts@gms.ca ©thinkstockphotos.ca/frankpeters

SASKATCHEWAN

Jamie Stangel Regional Sales Leader & National Accounts Manager 306.790.5763 • jstangel@gms.ca

Kristina Dickie Regional Sales Leader 306.790.4327 • kdickie@gms.ca

s Protecting your cyber space, be it on a computer, laptop or mobile phone, is a necessity in today’s business world.

By Cheryl Fortier and Mashood Ali

I

n today’s business world companies of all sizes are constantly having to protect and monitor all forms of their technology – computers, laptops and mobile phones – to ensure that their information is secured at work, at home and on the go. In a climate of persistent threats, protecting your cyber space is no longer a requirement. It’s a necessity. The larger the organization, the more complex cyber protection can become, especially for businesses collecting confidential information or payments via credit cards online. Internal and external threats from viruses, hacking

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and security breaches have forced us all to continuously update software and internal procedures to mitigate potential losses. A few easy steps can help protect and save vital information. Emails: When in doubt, delete. If you are unaware of the source, including unusual hyperlinks and/or urgent messages, stay clear. Forward and advise IT personnel. Passwords: Change them regularly. For those who travel a great deal with laptops/tablets, it may not be a good idea to keep passwords on file or in memory for various social media and banking sites. Logging Off: Shutting down the Internet during lunch and after work greatly reduces the possibility of an outside

MANITOBA

Michelle Watts Regional Sales Leader 204.489.9140 • mwatts@gms.ca ONTARIO

Michael Finucan Regional Sales Leader 647.244.9462 • mfnucan@gms.ca

Joanna Leng Regional Sales Leader 416.948.3378 • jleng@gms.ca ONTARIO & ATLANTIC CANADA

Jim Vaillancourt Regional Sales Leader 905.987.3288 • jvaillancourt@gms.ca

GROUP MEDICAL SERVICES is the operating name for GMS Insurance Inc. in provinces outside of Saskatchewan.

Insurance People  May 2015  55 GMS-86A Health - 3rd Page Resized fp.indd 1

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Providing specialty insurance to athletes, communities and families for sports, leisure and recreational activities and events since 1987.

Call: (604) 737-3018 or (877) 992-2288 email: info@allsportinsurance.com

www.allsportinsurance.com


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and sensitive/confidential information. TCIM has the expertise and knowledge to place all types of technology, software, hardware and web-related risks by providing coverages such as cyber, privacy, cloud data and intellectual property at limits ranging from $100,000 to $10 million and higher. The firm can also offer a wide range of general insurance products, including bonds, cgl for almost any type of risk, d&o, e&o, energy, hardto-place property/participation risks, high-value homes, large contractors’ equipment schedules, manufacturing, marine cargo, motor truck cargo and sawmills and woodworkers. TCIM is committed to solving your insurance situation. We’ll take the time to answer questions, do the research and negotiate the best premiums for our broker partners. To contact a representative in your area, visit TCIM.ca. IP n    n    n

Mashood Ali is the vp, B.C. at TCIM. He can be reached at mali@tcim.ca. Cheryl Fortier is a senior underwriter with the firm and can be reached at cfortier@tcim.ca.

TCIM has the expertise and knowledge to place all types of technology, software, hardware and web-related risks with coverages such as cyber, privacy, cloud data and intellectual property.

source accessing your computer. Data Backup: It is an absolute must to back up data. There are many ways to back up sensitive data, including USB sticks, external hard drives and cloud computing. Information that has not been backed up could cost thousands of dollars to retrieve. Anti-virus Software & Firewalls: These two methods can restrict harmful data from entering your computer. Most small business owners firmly believe extra firewall and anti-virus software is not required. All it takes is one individual to click on an unknown email or link, allowing a virus or hacker to enter. Emergency Situations: Business owners should have a plan in place for a computer-related emergency or threat. You or your employees should know what to do in the event of a breach. It’s a good idea to have contact numbers for your Internet service provider, the company/person handling your computer services and banking institutions/online support. However, unique situations can arise when businesses look to their insurance insurancepeople.ca

policy for coverage. If they have not been made aware of potential gaps in coverage when it comes to viruses, hacking and lost data, the broker could end up in a claim situation for not fully explaining or pointing out certain exclusions. Most traditional cgl policies clearly state what is excluded or not covered, as in: any loss of computer hardware or software data including servicing, programming or reprogramming, data entry or data processing, virus, hacking, consulting, advisory or related services are specifically excluded. Any services meant to address any electronic data issues… Policies can now be obtained that remove this exclusion while building in specific coverages related to the industry sector. This added protection can provide business owners with the security of knowing proper coverage is in place to cover their exposures on a nationwide or worldwide basis. Following a few simple rules and educating ourselves on how to use the Internet in a secure and safe manner at work, home and in public spaces will go a long way in protecting your technology

Aurora Underwriting Services Inc. Tel: (780) 442-2240 Toll-free tel: (866) 328-1314

Wholesale BROKER FOR BROKERS

Property • CGL (incl. Truckers) Cargo • COC • Umbrella/Excess Auto Physical Damage (incl. Logging) Special Events • CEF Aviation • High Value Homes Fine Arts • Cross Border Product Recall • E&O Stand Alone Crime • D&O Jewellers Block • Furriers Block

Please visit our website at

auroraunderwriting.com Insurance People  May 2015  57


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CAN-SURE UNDERWRITING & BEACON UNDERWRITING

Two brands, one approach

F

©thinkstockphotos.ca/tyler olson

ollowing the merger last year of Can-Sure and Beacon, 2015 has been a very busy year with the rolling out of the company’s new products and brand identities. According to president Jeff Hart: “The two brands are designed to differentiate our offerings into packaged niche products under the Beacon brand, and bespoke underwritten placements under the CanSure brand. The one approach is a consistent philosophy of speed and service excellence, training and expertise, marketleading product development and in-house underwriting and claim management services.” Can-Sure has a clear leadership position as the go-to mgu for commercial property and casualty in Western Canada, and now three major Beacon product lines will be added to the Can-Sure brand. Personal lines, including high-net-worth homeowners, hard-to-place homeowners, tenants, bed & breakfast, homestay, wood heat, vacant, farms and seasonal homeowners will become Can-Sure. Recreation risks such as go-karts, climbing walls, bouncy castles, recreational vehicles & snowmobile rentals, etc. will become CanSure brands. And the very popular Hart Great Outdoors program for lodges, resorts and camps will also become Can-Sure. Additionally, all Beacon commercial p&c staff will adopt the Can-Sure brand for a more consistent customer experience. Can-Sure continues to expand its product line and expand territories to bring its offerings to more brokers looking to secure their best business and to grow their agencies. Practice leadinsurancepeople.ca

With the merger, Beacon’s popular Great Outdoors program for lodges, resorts, ecotourism and camps will become a Can-Sure brand.

ers in the firm have expanded offerings in Professional Services (led by Brad Greening), Construction (Greg Harrison), Pollution Liability (Sarah Hudson) and Energy Casualty (Susan Skett and Deanna Scott). The company maintains an mgu leadership position in Realty (led by Ajsa Besic and Christine Jaberg), Hospitality (Martin Lynch and Ean Bellamy), Contractors (Derek Humphrey), Trucking (Cameron Copeland) and Complex Primary and Excess Casualty (Neil Davis). Beacon will cement its position as a go-to mgu across Canada for well-designed, well-serviced and competitively priced consumer insurance products servicing boats and watercraft, recreational vehicles and dirt bikes, special events, small vendors, mobile homes, hole-inone, contents-in-storage and commercial marine and marina operator’s coverage. And, of course, the ever-popular

RideSmart program for motorcycles in B.C. continues to be a perennial Beacon broker favourite. Says David Marsh, Beacon’s Salmon Arm, B.C. branch manager: “We are investing heavily in people and technology to strengthen the Beacon product line and customer experience. We handle a high volume of transactions Marsh in tight seasonal time frames better than any other mgu in Canada, and we take great pride in providing our broker clients the very best underwriting and claim service.” n    n    n

For more information about the Can-Sure and Beacon brands, see the ad on page 50 and visit can-sure.com and beacon724.com. Insurance People  May 2015  59


M ARK E T

F I NDE R

2 0 15

GUARDIAN RISK MANAGERS

©thinkstockphotos.ca/Hemera Technologies

Quote, bind and issue: it’s the modern way to sell insurance

Guardian has made it easy for brokers to help renters get insurance coverage at guardianqbi.com.

N

othing drives brokers crazier than hearing about people who have lost everything in a fire because they didn’t have insurance. One can forgive brokers for thinking, “Come on people, it only costs about $15 a month!” Guardian Risk, the Kamloops, B.C.based mga, wants to put a stop to those tragedies and to help brokers deal quickly with those kinds of consumers. The firm’s Fred Squires has been instruSquires mental in putting this program in place, and he is passionate about helping brokers provide simple coverage to people who might otherwise not carry it. Surveys show as many as 50 per cent of renters do not carry any coverage. That’s 62  May 2015  Insurance People

a gap brokers need to fill. What an opportunity for sales! Guardian has made the job simple. It has a new renters’ plan available at guardi anqbi.com, its quote, bind and issue system. Sign on, and in less than five minutes you can quote and issue the documents in paper form or by email. Done! Finished! Collect the premium and move on. Policies come with either $10,000 or $20,000 contents coverage, and $1 million liability with a $500 deductible. Prices start as low as $180 a year. This product is designed specifically for those people who don’t currently carry insurance or who just want the basics. Check it out.

Guardian vp Rick Feeney says, “You might be surprised by our professional liability products. Our pricing often beats the bigger organizations that offer similar products. Give us a try.” Glass Coverage

When so-called glass contracts were ruled an illegal form of insurance last year, Guardian Risk, working with Echelon General Insurance Company, came up with a solution. Its residential and commercial glass coverage program is now offered through guardi anqbi.com. More products will soon be available in this simple, modern way of dealing with certain classes of business. Guardian Risk works exclusively through brokers to help Traditional Products them write more business and Guardian continues to offer Feeney keep it simple. Common-sense a wide array of traditional mga-style products, from commercial underwriting approaches is its philosophy. liability to an extensive selection of speIf you’re not dealing with Guardian cialty liability, e&o, commercial property yet, call 250-377-7662, toll-free 1-877and high-valued home products. 355-7662 or visit guardianrisk.com. IP insurancepeople.ca


OUR EXPERTS, YOUR ADVANTAGE.


Sp ec ia l in fo r m a t io n f e a t u re

FIRST INSURANCE FUNDING OF CANADA

Dollars and Sense

Payments as part of your service solution PART 1 OF A FOUR-PART SERIES

By Stuart Bruce

as clients assemble the necessary lump payment. Credit card payments Whether clients want to accrue loyalty points, like the convenience of having all transactions recorded on one statement,

or simply prefer the convenience, more and more clients want to use credit cards. They can be accepted securely in office or online. Certain vendors can offer the ability to host a payment page for you where clients can make online payments, or can

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Enhancing your payment solution helps protect against losing your renewals to a competitor.

Insurance People  May 2015  65

©thinkstockphotos.ca/Sky View

A

s the insurance market continues to evolve and new entrants come into the marketplace, one thing Canadian commercial clients don’t lack is choice. They have many options as to who to buy their insurance from and how to purchase it. Customer service plays an integral part of not only their decision-making process, but also how clients feel about your brand. There is no shortage of opportunities to reinforce your brand promise via the payment process with clients. Many brokers pay particular attention along the path to completing a purchase by ensuring service standards are met, but then pass that relationship over when the bill comes due. An often-overlooked customer service opportunity is during that critical moment. Providing convenience and options enhances the perception that your company is responsive to needs, innovative and easy to do business with. Pay in full Almost every company provides this option. The client pays the invoice in full either by cheque, debit or, less frequently, in cash. It’s less convenient, as often the client has to come into the physical office or mail in a cheque. It’s also not always the best option for your client, as it can deplete cash flow and/or reduce the opportunity to earn income from higher interest-bearing alternatives. From a broker’s point of view, it can cause delays in finalizing the deal


integrate your online payment solution page into your existing website for seamless service. Depending on your merchant agreement, some providers allow you to charge an administration fee to offset some of the cost. The online credit card option allows clients to self-serve payment anytime. Accepting credit cards eliminates the expense and management of processing cash or cheques and eliminates the associated fees from returned cheques for you and your clients. Credit card transactions are authorized immediately, so you get paid sooner. Monthly payments Sometimes brokers are hesitant to offer easy monthly payments unless clients inquire about it. This does the broker and the client a disservice. Many commercial clients are still not aware they can pay for their insurance monthly. By offering this option you are strengthening the depth of your service and expertise. This could be a differentiating factor between yourself and the competition. Monthly payments can be a more economical choice than some of the other options, depending on where

the client is drawing the money from to pay in full. Easy monthly payments can smooth out your client’s cash flow. There are also benefits to you as a broker, as the policy is paid in full from the lender, your brokerage reduces its time on risk and gets paid sooner. Of course there is more than just the dollars and sense of the different payment solutions. The time of payment is an important milestone of your ongoing relationship with your client. As a broker you want to own the relationship. The right payment provider will include and inform you about all activity regarding your client’s account. Should a payment be missed, the right partner can be flexible enough to work with you and your client to seek out mutually agreeable solutions. As the agreement is between your payment partner and client, the carrier never needs to be informed of missed payments, so you can help safeguard your client from increases due to missed payments or cancellation for non-pay. A common misconception is that clients want to pay for their renewals the

same as they did the previous year. Cash flow varies year to year, business needs to reinvest cash flow changes, and client expectations evolve as other financial transactions influence your clients’ expectations regarding all their purchases. Enhancing your payment solution helps protect against losing your renewals to a competitor. Offering a simple and convenient payment process customized for each client’s unique needs can add to your value proposition and reinforce your brand and status as a trusted advisor. By providing options and providing clients choice on how they prefer to pay, you deepen your relationship and value. A holistic and simple payment process where you are in control is more likely to lead to the rewards of exceptional customer service, better retention and referrals. IP n    n    n

Stuart Bruce is the ceo of First Insurance Funding of Canada. He is a CPA chartered accountant, holds an honours business administration degree from Richard Ivey School of Business, University of Western Ontario, and has spent the last 13 years in the premium finance marketplace in Canada.

Come join us at this year’s 15th annual

Gary Dorman Memorial Charity Golf Tournament Wednesday, July 15  Northview Golf & Country Club, Surrey

Register at www.eply.com/GDMCGT2015 For sponsorship and donations contact Lorraine Bullock, lbullock@wawanesa.com

66  May 2015  Insurance People

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Send us a photo of your favourite wheels and you could see it published in the July issue. Deadline for submissions: Wednesday, June 10, 2015 Email to: manager@insurancewest.ca Please ensure that your photos are high resolution (large file size) and suitable for public viewing, with permission to publish granted by anyone shown. Identify your ride, include the names of any people in the photo, your place of employment (including the town/city), who took the photo and your name. Photos may appear in Insurance People magazine or online at insurancepeople.ca.

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PROFILE

A cut above the rest Angela Mazerolle, superintendent of insurance and pensions for the province of New Brunswick and a 2014 Woman of Influence, has been praised by colleagues for her “keen mind and sharp wit” and for being “a remarkably intelligent woman… a cut above the rest.” Mazerolle attributes her success to the advice she learned from her nowretired parents, Don and Kathy Mazerolle, who told her: “Work hard, be fair, be honest.” By Laurie Jones

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ngela Mazerolle’s days can sometimes be hectic. As New Brunswick’s superintendent of insurance and pensions and a mother of two, maintaining a work-life balance is important. So far, so good. Born in Bathurst, N.B., Mazerolle grew up in Saint John before moving to Sackville for her undergrad degree at Mount Allison University. After graduating in 1994 she made her way to Calgary. “I worked there for a year before going to the University of Alberta, where I obtained my law degree,” she says. “I finished in 1998 and moved back to Saint John to article. My parents were still in New Brunswick, and family is a very important part of my life.” In 2002 Mazerolle moved to Fredericton, where she parlayed her law degree into a job as assistant superintendent of pensions with the provincial government. “I had been working in that job for a couple of years when the superintendent decided to move on. In 2004 I became acting superintendent. I took the position over on a permanent basis in 2005.” By 2013 her position had changed again, adding more responsibility with the expanded title of superintendent of insurance and pensions. “Originally there were two superintendent positions, but at the time we were looking at moving the regulators out of the Department of Justice and forming the commission we are in now,” says Mazerolle. “Both positions now rest with the Financial and Consumer Services Commission – FCNB, for short. “FCNB regulates securities, pensions, insurance, consumer affairs and financial institutions. We’re a one-stop shop serving industry participants and the public for regulation of the financial and consumer affairs markets here in New Brunswick. We strive to protect consumers and enhance public confidence in the financial and consumer marketplaces through the provision of regulatory and educational services.” FCNB is overseen by a chairperson and commission members who act as a board of direcInsurance People  May 2015  69


sibilities seriously and brings her deep tors and set overall policy, a ceo who knowledge and experience to the job is responsible for the overall operation every day,” he says. “She has received of the commission and about 80 staff recognition from her countermembers spread between their parts across the country and two offices in Saint John and holds executive positions on a Fredericton. Mazerolle is the number of national commitdirector of the Pensions and tees. She brings her keen mind Insurance Division, and serves and sharp wit to her work. as both the superintendent of Colleagues and staff respect pensions and superintendent her for her rational and balof insurance. anced approach to workplace Rick Hancox, the FCNB ceo, Hancox challenges. All in all, she is a has worked with Mazerolle for pleasure to work with.” a number of years, particularly with the Mazerolle’s former supervisor, Judith department transition. Keating, now chief legal advisor to Brian “Angie takes her regulatory responGallant, the premier of New Brunswick, says: “Angela is a remarkably intelligent woman. Her hard work and commitment to fully understanding her areas of responsibility, as well as the issues within the industry, lead to common sense results and the best outcome for the sectors she is responsible for regulating. I have always considered her to be a cut above the rest.” Keating adds, “Angela is one of those rare and extraordinary people who sucYVONNE SAMPSON ceed no matter the Keating Claims Manager, Calgary challenge, in large Pat White, Vice President part by reason of the kinship she seems Claims, is pleased to announce to share with those she comes in contact the appointment of Yvonne Sampwith. Her profession is a calling and she son, to the position of Claims Manis an example for all to follow.” ager in our Calgary office effective March 18, 2015. The assessment is shared by those outYvonne recently returned to Calside Mazerolle’s professional circle. Last gary from Halifax and offers over year the Insurance & Investment Journal 30 years experience in the Insurvoted her one of its Women of Influence. ance industry. Yvonne brings to Mazerolle’s pre-government life was Peace Hills a wealth of knowledge much different. in Claims Management, Claims Training and hands on experience in the field. Yvonne is excited to be at Peace Hills Insurance and looks forward to providing the great level of customer service our clients and brokers have come to expect.

“I used to ref hockey, and in 2005 I worked the Women’s Nationals in Sarnia, Ont.,” she says. “I played hockey and coached when I was younger. Dogs were my other passion. I used to show mine in dog shows as well as train and compete with them in obedience and hunting tests. My chocolate lab, now 14, is retired.” Mazerolle cherishes the time she spends with her children, Jacob, 8, and daughter Payton, 6. “I spend as much free time as I can with them, and in the winter we love to ski. This year we went to Sugarloaf Mountain in Maine. We also have a cabin at Belleisle that we go to regularly. My parents have a place up there, too, so it’s like a family reunion every weekend. The kids like to hang out on the beach and enjoy things like roasting marshmallows over the bonfire. They’re also learning how to fish and how to grow their own vegetables by taking care of their own garden.” She credits her parents, Don and Kathy Mazerolle, for her strong work ethic. “They owned their own business when I was growing up. Because of them I learned how to work hard, but also to put family first. They’re both retired now and still live in Saint John, but they were great role models for me. They said, ‘Work hard, be fair, be honest.’” Mazerolle encourages her children to be active, but with their own choices. “I’m not one to push my children into something; I let them choose what they want to participate in. Payton’s and Jacob’s activities range from skiing, swimming and martial arts to gymnastics and guitar. They’re not at a competitive level because of their ages. This is more for recreation and for them to figure out what their interests are.” IP

Peace Hills is a Western Canadian Company writing in excess of $213 million in property and casualty business in four western provinces and the territories.

OUR POLICY IS WORKING FOR YOU peacehillsinsurance.com 70  May 2015  Insurance People

Angela Mazerolle (right) credits her parents Kathy and Don Mazerolle for her strong work ethic. insurancepeople.ca


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YOURSTOREFRONT

Email Storefront suggestions to editor@insurancewest.ca

Emsland & Associates Insurance Services, Kamloops, B.C.

Starting over

E

msland & Associates Insurance Services in Kamloops, B.C. celebrated its second anniversary earlier this year, but it has much deeper roots than its age would indicate. Christopher Emsland, who co-owns the business with his wife Holly, has been in the insurance industry for more than 20 years. He was introduced to the business by his mother, Theresa Emsland, in 1990. When it first opened, the firm was a two-man shop offering the usual p&c lines and specializing in transportation cover for commercial transport such as long-haul trucking and logging vehicles. Theresa joined the brokerage a week later, and since then it has grown to seven staff members, most of whom also have several years of experience. Some of those staff members came from Christopher’s former Kamloops brokerage, Simmons, Black & Emsland. He was a partner in the business until 2010, when it was sold to Envision Financial. insurancepeople.ca

“After that I took a three-year hiatus and travelled, built a house and had a really good break,” Christopher says. “I considered that my halftime.” You might think a couple who had just spent three years focused on each other

Holly and Christopher Emsland

and their family might get bored and be ready for a break from each other. That wasn’t the case for the Emslands. When halftime was over, Christopher and Holly

launched Emsland & Associates. Holly says the time off was perfect because their kids – Kevin, 17; Keegan, 15; and Kylie, 13 – were still young enough to enjoy doing things with their parents. It was also a good indicator the couple would be able to work together. “We spent three years non-stop, every day together, and we were still happy,” she says. “We knew we could work together and not dread going home together at the end of the day.” She said it was also good timing for her to get back into the working world after spending time at home raising their children. Holly had worked as a broker at Simmons, Black & Emsland for three years, but she was spending more time with the kids than at work, so she decided to stay home. The decision to end their early retirement was easy, but starting their own brokerage from scratch was a learning process. The couple had to take on responsibilities they hadn’t had to deal with before – things like purchasing an ICBC licence, applying for a business licence, workers compensation and computer operating systems. People said they were crazy to start an independent brokerage when others were being swallowed up by consolidators. Two years in, however, the operation is going strong. The Emslands believe it’s due, in part, to their connection to the city and their history in the industry. “Loyalty and trust are a big part of our success,” says Holly. “Once we opened and had other staff join, we had 20 to 30 years’ worth of customer base that started coming back to us. Kamloops is also a small enough town that there’s still an appreciation for owner-operated small businesses.” Or perhaps it’s the homemade cookies Holly bakes fresh each week for customers that keeps them coming in; it’s one of the personal touches the Emslands strive for. Christopher says they also strive to handle business quickly and efficiently, so customers rarely have to wait to be served. And the office features an open design so that customers can be greeted by all the staff. “Our customers appreciate that familiarity,” Holly says. “They are remembered, and not just a number.” IP Insurance People  May 2015  73


Driver ed for newcomers

STREETTALK

Continued from page 21

based in Mississauga, Ont., as the company’s senior vp, Ontario and Western Canada…Berkshire Hathaway Specialty Insurance has appointed Amanda Sorsak to lead its property & energy Dodokin claims operation in Canada. Sorsak comes from Allianz Global Corporate & Specialty in Toronto, where she was the executive general adjuster… Toronto-headquartered QBE Canada, part of the QBE Insurance Group, is looking to hire a replacement for gm David Edgar, who has been named gm for the firm’s western region. He will be Edgar based in Vancouver. In other news, QBE’s Vancouver office is being moved to the new MNP office tower on West Hastings Street. The move should be completed by Aug. 1… e-djuster, the contents valuation company in Ottawa, has named Doug Grieve vp, enterprise sales; Melanie Hughes director of

Manitoba Public Insurance has partnered with the Immigrant and Refugee Community Organization in Winnipeg to launch a Newcomer Drivers Education pilot program for immigrants and refugees. The program costs $50 and helps eligible newcomers develop the skills needed to drive safely and obtain a driver’s licence. The two-year program started in 2014 and is expected to accommodate up to 96 participants annually. Helping immigrants and refugees learn to drive was in the Manitoba provincial government’s 2013 throne speech and falls within the Crown corporation’s mandate to help adults facing barriers to employment. MPI also administers adult driver education programs for indigenous adults with low incomes through existing job readiness programming in three Smiley northern Manitoba communities: Thompson, The Pas and Flin Flon. “Learning to drive can be a very challenging experience,” said Brian Smiley, media relations coordinator for MPI. “Imagine how intimidating it could be for someone who has never driven a vehicle. Participants in the adult education programs are receiving professional training in a hands-on environment. By applying these road safety skills, it’s hoped these novice drivers will then drive responsibly and safely. The primary goal of these programs is to assist people in getting their driver’s licence, which could lead them to securing a job.” The new programs build on the success of the Citizens’ Bridge program, a partnership between the Manitoba government, MPI and the North End Community Renewal Corporation, which has been providing adult drivers’ education to low-income and unemployed individuals since 2012. IP

operations North America; and Jeff Wissing director of product management. Grieve, who has 29 years’ experience in the

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insurance industry, joined e-djuster in 2000. Hughes has 16 years’ experience and joined e-djuster in 2007 as its first Quebec contents claims specialist. Wissing brings more than 22 years’ experience to his newly created position… On Side Restoration has promoted Amber Walker to branch manager in Red Deer, Alta. Walker began her career with the firm as part of the contents Walker crew in 2008 and has worked in several departments in the years since. “Her ability to analyze a situation and propose creative solutions has always been evident through Amber’s On Side career, and this will serve her well in her new role,” said an On Side press release…Square One Insurance has moved offices to Suite 1218, PO Box 11600, 650 West Georgia St., Vancouver, B.C.… Specs has promoted Melissa Marshall to the position of brand manager. She will be located in the national Marshall marketing office in Edmonton, Alta. and can be reached at mmarshall@specs.ca or by phone at 905-332-7053, Ext. 21. In other Specs news, Mark Canthal has joined the firm as an appraiser in the Langley, B.C. office. He has nearly 20 years’ experience as a restoration project manager…Cambridge, Ont.-based Cowan Insurance Group has promoted David Black to vp, business Continued on page 79

74  May 2015  Insurance People

insurancepeople.ca


2 15 September 30 – October 2, 2015 - Le Centre Sheraton Montréal

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ANNIVERSARY


Brenda MacKenzie in San Francisco.

PROFILE

On the road again It’s a good thing Brenda MacKenzie of Wawanesa Insurance enjoys travel. She drew her first breath in Rexton, N.B., moved to Moncton for school and to Halifax for love. More recently she and husband Alan moved to Edmonton for more work, which was OK, because it got them closer to their dream destination of Hawaii. By Laurie Jones

W

hen Brenda MacKenzie, the vp, Northern Alberta region for Wawanesa Insurance, left her hometown of Rexton, N.B., population 900, to pursue a postsecondary business course at the community college in Moncton, her future plans had not been set. After graduating in 1979, her first job was in the mortgage 76  May 2015  Insurance People

department of Central Trust in Moncton. “My husband-to-be, Alan MacKenzie, was in town working on a project for Central Trust, and we fell in love,” she says. “We got married and moved to his home in Halifax, where I found work as the executive assistant to the district claims manager at Allstate Insurance. A couple of years later I moved into the telephone adjusting department and worked there for several years. Then my daughter Kaylin arrived, and I went on maternity leave.”

While on her leave husband Alan was offered a position in the IT industry, but it meant a return to Moncton. “We thought it was a good opportunity, and we also decided to have another child.” About nine months later son Duncan joined the family. When he was three years old, MacKenzie went back to work for Allstate, staying there for several more years. “I was a Section B specialist, focusing on injury claims.” insurancepeople.ca


work with Brenda in her role as the chair there. Brenda is a real people person who In 1997 she went to work for Wawaof IBC’s Atlantic Committee. She was connects well with brokers. She’s the only nesa Insurance, again as a Section B quick to volunteer for IBC initiatives to vp of anything who has ever showed up Specialist. the benefit of the entire industry, and she in our office, and she brought homemade “A few years later I became a supervisor recognized the impact we can have with squares. I’m envious of the people in the in the claims department. In 2004 I was a unified voice. She’s a West who have her now. Hopefully, she’ll given the chance to be an professional who has be back someday.” underwriting manager in energy and a genuine The MacKenzies love to travel, and the automobile departapproach. I consider being in Alberta will enable them to see ment, which was a big her a mentor.” more of Western Canada. It also places leap for me. Wawanesa the couple that much closer to their had a lot of faith in me. When she was 54, Jeff dream destination of Hawaii. It was a great team, and Goy, the president and “Alan said that if we moved, he wanted we grew the department. ceo of Wawanesa Insura house with a garage, which we didn’t “In 2008 I became vp ance, asked MacKenzie if have in Moncton. We golf quite a bit, and of the Maritimes region she was able to relocate. cycle as much as possible.” at the regional office in “He wanted to know During the summers the couple likes Moncton, where we have if there was anywhere to go for long drives in their Mazda three service offices – in I wouldn’t want to go, MX5 convertible. And while MacKenFredericton, N.B., Charand I told him NuDean zie sings and plays the piano (spirituals lottetown, P.E.I.; and navut,” she says. “One and Broadway tunes mostly), her most Dartmouth, N.S. The challenge was having thing led to another, and within two unique musical talent is playing with a to deal with the legislation, regulations, weeks I was given an offer to move to hand bell choir. insurance laws and insurance policies of the company’s Northern Alberta branch three provinces.” in Edmonton. I told them “There are 12 people As vp, MacKenzie did a lot of governI had to speak to Alan, in the choir, and each ment relations work through the Insurwho had retired. He said, person only has two ance Bureau of Canada. ‘Why not?’ Our children notes, or bells. You don’t “I got to meet a lot of government are not at home anymore, play the tune, you just officials and educate them on how insurand we thought it would play when it’s your turn. ance works, which is very important in be a great adventure, so If you miss your turn, our industry. If the regulators don’t unwe moved again. I didn’t you get into trouble. I derstand the business, they could make want to ask why we didn’t started doing that a coudecisions that would not be in everyone’s 10 years from now.” ple of years ago. It’s kind best interests.” Fred Plant, president of like the Christmas Her efforts did not go unnoticed. of Plant Hope Adjusters, Hershey’s Kisses com“Brenda’s dedication to our industry the largest employeemercial on TV. It’s really extends beyond the requirements of her owned adjusting service fun, and a real challenge Plant role,” says Amanda Dean, vp, Atlantic in Eastern Canada, says to the brain.” Canada, with IBC. “That dedication, of MacKenzie: “She has done a tremendous MacKenzie is also known for her coupled with her business savvy, makes job in building the Wawanesa presence cheesecakes, and she has recently taken the strength of her leadership an inspiraand book of business in Atlantic Canada. up cake decoration. Brokers in Northern tion for everyone. It was a pleasure to There was growth every year she was Alberta are in for a treat. IP

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Proudly sponsored by RSA Travel Insurance

TRAVELTALK

The couple made plenty of new friends in Bali. This one’s name is Boa.

The honeymooners In a “monkey forest” a host of small, curious primates sat on our shoulders and pried open our hands looking for food.

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By Irfan Manji

ast August my new bride Masuma and I spent our honeymoon on the Indonesian island of Bali. We spent seven nights at the Grand Aston Bali Beach Resort on the Benoa peninsula and three nights at the Hotel Villa Ombak on the Gili Islands. Though it’s a 17-hour flight from Vancouver

to Denpasar, the capital of Bali province, including the refuelling stop in Taiwan, the destination came highly recommended. My sister and brother-in-law visited the island in 2001. My parents vacationed there in 2012. While planning the trip we googled “local tour guide,” which put us in touch with an English-speaker named Mully, who drew up a three-day itinerary. Mully had once worked for the Holland America cruise line and had been stationed in Vancouver. He charged about $80 per day for his services. Mully drove us around the island, which is about 150 km wide and 110 km north to south. It’s home to about four million people. We often took our meals in the villages. The food, which


was fantastic, is similar to Malaysian cuisine, but more savoury, not so sweet. Though Bali is only eight degrees south of the equator, the temperature during our stay was quite comfortable, usually in the mid-20s. It’s much cooler in the mountains, and wet, too. That precipitation and, ironically, the island’s history of volcanic activity – Mount Agung erupted in 1963, killing thousands of people – contribute to the fertility of the land. Before tourism took off, agriculture drove the economy. Bali boasts Asia’s largest rice fields. There’s also coffee, spices and a wide variety of fruits. Fish and cattle are also valuable food sources. The land produces a staggering array of tropical flora. There’s frangipani, bougainvillea, oleander, orchids, water lily, lotus and jasmine. Bali has 280 species of birds. The main tourist area is the town of Kuta, in the south, which is especially popular with the neighbouring Australians and known worldwide as a surfers’ paradise. Most Indonesians are Muslim, as are

we, but most Balinese are Hindu, so Mully took us to several of their temples. At the very interesting dance play we attended, everyone was extremely welcoming. Bali is renowned for its traditional and modern dance as well as its batik, carvings, sculpture, painting, leatherwork, metalwork and music. Some villages specialize in a single product like wind chimes or wood furniture. We visited Munduk Waterfall, the largest waterfall on the island, and Bali Safari Zoo. We toured a coffee plantation and went whitewater rafting. In a “monkey forest” a host of small, curious primates sat on our shoulders and pried open our hands looking for food. The Balinese are very humble and extremely pious. Though we were approached by a few beggars, we always felt safe. Mully explained that the crime rate on the island is very low because the Hindu population believes in karma. “They are more afraid of God,” he said, “than the law.” One day we bought a few hundred dollars’ worth of colouring books and crayons and packed them all in pouches

to hand out to village kids. They were very excited and appreciative, and they let us fly their kites. When we drove away, they chased after our car. The highlight of our trip was the Gili Islands, which are three islands about two hours by boat northeast of Bali. The islands are surrounded by coral reefs. The water was quite choppy the day we travelled, and we both got a little seasick, but it was worth it. I’d always wanted to try scuba diving – I enjoy watching marine programs on TV – so I got certified there and did some 12-metre dives. I saw giant sea turtles, which are very gentle, and sharks. It was the most amazing thing I’ve done in my life. IP

STREETTALK

quartered p&c insurer; and Jones DesLauriers Insurance Management of Mississauga, Ont.…Cowan Insurance Group, FirstOnSite Restoration and TU Group, meanwhile, have been named one

Fellow of the CIAA designations available through the association. The regulations and application information for the credentials can be found at ciaa-adjusters.ca … An item in the March issue of Insurance People incorrectly states that RCC North DKI had recently joined DKI Canada. The firm has, in fact, been a part of the network for several years, and Bill Moorman had recently joined RCC North DKI as its new gm… Camille Alexander, the national director of Gallagher Bassett Canada, Moorman will be presented the Fellow of Distinction Award at the CIP Society GTA Annual Fellows’ reception in Toronto May 20. Gallagher Bassett is also celebrating the one-year anniversary of Alexander its Burnaby, B.C. location…The CIP Society is taking nominations for the National Leadership Awards until June 1. For more information, visit insuranceinstitute.ca… The Guarantee Company of North America has appointed Peter Janson and Jacques Parisien to its board of directors. Janson has several

Continued from page 74

development Ontario. He brings more than 20 years’ p&c experience and 12 years as an underwriter to his new role…The 2015 Ontario WICC Relay for Life will include an industry-exclusive event June 12 and an event for the general public June Black 13. Both will take place at Garrison Common Park at Fort York, Ont. For more info and to register for the in­dustry-only event, visit relayforlife.ca/wicc …Zurich Canada has named Justin Kelly assistant vp and national underwriting director – international commercial markets, and Benoit Lamontagne regional vp – Quebec. Kelly has more than 25 years’ experience in the insurance industry. Lamontagne, who will be based in Montreal, has more than 30 years of industry experience…Three general insurance industry businesses have been named Canada’s top 2015 small- and medium-size employers by Mediacorp Canada: Rogers Insurance, the Calgarybased brokerage; Wynward Insurance Group, the national, Winnipeg-headinsurancepeople.ca

of Canada’s Best Managed Companies (requalified winner category). The competition is sponsored by Deloitte, CIBC, National Post, Queen’s School of Business and MacKay CEO Forums…Two provincial government insurers – Manitoba Public Insurance and Saskatchewan Government Insurance – have been included in a list of Canada’s Best Diversity Employers. The listing is co-published by Mediacorp and the Globe and Mail. MPI was cited for its lunch-and-learn sessions and SGI for its 20-year-old aboriginal advisory network…Economical Insurance, in association with Advocate Insurance Group of Kitchener, Ont., has committed $30,000 over three years to Women’s Crisis Services for the creation of a counselling and observation room in its Haven House emergency shelter for abused women and their children in Cambridge… Canadian Independent Adjusters’ Association now offers a Chartered Loss Adjuster credential for independent adjusters. This adds to the Fellow Chartered Loss Adjuster and

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Irfan Manji is a broker with All Insurance Ltd. In Edmonton, Alta.

Have you had an interesting travel experience? You write it or we will. Contact editor Sarah Polson at 604875-7768 (toll-free 800-888-8811) or by email at spolson@insurancewest.ca.

Insurance People  May 2015  79


Darrell Loosemore, a regional area project manager with Dufferin County, Ont.’s Highland Restoration DKI, has passed away as the result of a hockey accident at the age of 43. Loosemore served the restoration industry for more than 20 years, specializing in large-loss construction management. He was a licensed HVAC technician and a licensed plumber in addition to his IICRC qualifications. “His dedication to service and his devotion to ethics and integrity made him a team leader unlike any other,” said a statement from Highland management. “He was a fair and industrious project manager and a man who was respected Loosemore by colleagues, associates and competitors alike.” Loosemore is survived by his wife, Ang, sons Chase and Colby, and brothers Dan and Ryan.

of Alberta. He was also on the board of the Insurance Brokers Association of Canada. He started out working as an Allstate agent and later set up insurance brokerages in Lethbridge and Edmonton. His son Al heads A-Win Insurance, a network of locally owned brokerages operating in Alberta, Saskatchewan and B.C. Dadswell

PASSINGS

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Longtime Alberta broker Bruce Dadswell died in Hawaii recently at the age of 81. He had been suffering for some time with multiple systems atrophy or MSA, a degenerative neurological disorder. Dadswell, who retired from the business in 1999, was a former president (1984) of the Insurance Brokers Association

years of experience as a professional manager with extensive international experience in heavy electrical equipment manufacturing as well as engineering and construction. Parisien has extensive expe-

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Wainwright, Alta. broker Roger Baughan passed away recently following a battle with cancer. He was 81. Baughan bought Kimball Agencies in 1970, later changing the name to Baughan Agencies. He entered the insurance business after being medically discharged from the military. His daughter Darlene and her son Colter Andersen currently own the brokerage. The family was profiled in Baughan the March issue of Insurance People. Baughan had retired from the business some time ago, although sometimes he dropped in to see how things were going at the third-generation brokerage. IP

rience in the communications industry… Hub Int’l has acquired Progressive Home Warranty, based in Edmonton, Alta., and Pacific Home Warranty, based in Surrey,

B.C. Both firms will become part of Hub

Mike Alwyn, Vice President, Major Loss Services, a Division of Cunningham Lindsey, is pleased to announce the appointment of Michael Jobson, EGA as the new Western Manager, Major Loss Services. Michael has extensive experience handling a wide variety of losses including commercial property and liability, wrap up liability, course of construction, Jeweller’s Block and marine/ cargo claims. Since 1999, Michael has been called on by a number of insurers to assist on large commercial losses, and resolve contentious and difficult claim adjustments. Michael’s new responsibilities include training and mentoring of adjusters looking to specialize in large and complex losses and the overall growth of Major Loss Services in Western Canada. Major Loss Services offers adjusting expertise on multiple lines of business for losses that are significant or complex in nature. Our staff of highly trained individuals are located strategically across Canada and around the world. With our global network of over 450 specialists, we can provide the right adjuster for the particular needs and size of the loss. For more information on Major Loss Services, please contact Mike Alwyn at (905) 896-8181 x 8200, or visit: http://www.cunninghamlindsey.com/en-GB/ca/Page/MajorLossServices

MLS Major Loss Services specialists in major & complex claims

80  May 2015  Insurance People

Int’l Barton Insurance Brokers headquartered in Chilliwack, B.C.…The Co-operators is providing $75,000 through a three-year partnership with Ag for Life to support rural and farm safety education programming in Alberta. The funds will be used to Janson expand Rural and Farm Safety Days across the province… Baron Insurance Broker Group

in Vernon, B.C. has donated $1,562 to the Vernon and District Animal Care Society. The Parisien society’s primary focus is to help reduce pet overpopulation by providing financial assistance to lowincome families or individuals to spay or neuter their pets…Martin Moran has joined ServiceMaster Restore of Vancouver as business development manager. He has nearly 20 years’ experience as an independent adjuster and four with a national restoration firm…Jes Odam, until last year the Western editor of Thompson’s World Insurance News, has passed away in Richmond, B.C. at the age Odam of 84. A highly regarded investigative reporter with the Vancouver Sun (1962-’94), the U.K.-born Odam began working for newspapers at the age of 16. IP insurancepeople.ca


TRADETALK

InsurancePeople

®

All Sport Insurance..................... 82

Most of the drivers working for Montreal’s Diamond Taxicab Association drove a Chevrolet Bel Air.

Applied Systems......................... 83 Carfra Lawton LLP...................... 20 CIP – Ins. Institute of Canada..... 12 Crawford Adjusters..................... 77 Cunningham Lindsey.................. 80 Damage Control Pro..................... 7 Economical................................... 6 First General Services................ 19 First Insurance Funding.............. 71 Furniture Medic.......................... 64 Guardian Risk............................... 2

©thinkstockphotos.ca/Leekris

Intact........................................... 13 Midwest Claims.......................... 72 NICC........................................... 75 On Side Restoration..................... 4 Pal Insurance............................. 84

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Belairdirect turns 60

elairdirect was founded 60 years ago by the Diamond Taxicab Association of Montreal for its 2,000 members who were having trouble getting their taxis insured. The majority of taxis at the time were Chevrolet Bel Airs, thus the company name. Over time, the business – a subsidiary of Intact and its predecessor ING since 1989 – began providing home insurance and expanded beyond the Quebec border. It has had a presence in Ontario for 20 years. Now, as a result of its recent consolidation with Intact’s Grey Power brand, Belairdirect will soon be serving customers in Alberta, New Brunswick, Prince Edward Island and Nova Scotia. “Providing simplified insurance solutions to customers is as important to us today as it was 60 years Smith ago,” says Carla Smith, Belairdirect’s vp, Ontario region. “Whether we are connecting with our customers online or by phone, our goal is insurancepeople.ca

to make the process easy and ensure that we are delivering the best direct insurance experience.” Belairdirect made big strides in its mission for simplified insurance services with the launch of its website in 1996. A year later it became the first insurance company to offer Canadians the ability to get a car insurance quote and purchase coverage directly online. It has continued to innovate by offering customers products such as the bumpr, an app that bumps calls and messages while the user is driving, to help curb distracted driving. With its new quick-quote tool, the company provides a car insurance quote in three minutes. Customers can also access their portfolio online 24/7 to manage their car insurance, access documents and track claims. “The last 60 years have been a remarkable journey for the company,” Smith says. “Looking ahead, we will continue to evolve to meet our customers’ changing needs. Our top priorities – customer care, innovation and growth – remain very much the same.” The company foresees providing home and car insurance directly to nearly 750,000 Canadians within a year. IP

Peace Hills................................. 70 Portage Mutual........................... 74 Richards, Buell Sutton................ 18 RSA Travel................................. 78 Sovereign General..................... 15 Testlabs International................. 21 Wawanesa.................................. 21 MARKET FINDER All Sport Insurance..................... 56 April............................................ 58 Aurora Underwriting................... 57 Avro/Plus.................................... 52 Canadian Sports Ins. Brokers.... 35 Can-Sure/Beacon....................... 50 Chutter........................................ 36 Group Medical....................... 54,55 Lions Gate Underwriting............. 47 Monarch..................................... 33 Pal Insurance............................. 60 Totten.......................................... 63 Trans Canada Ins. Marketing..... 31 TSW Management................ 26,49 OTHER BC Insurance Directory.............. 68 Dorman Golf Tournament........... 66 Independent Adjusters & Claims.25 Insurancewest Media................. 24 Snaps......................................... 67 SPECIAL INFORMATION FEATURES First Insurance Funding.............. 65 Opta............................................ 22 Insurance People  May 2015  81


Proudly sponsored by All Sport Insurance

BIG SPENDER

…with Chuck McTague, president of Anderson McTague & Associates, Saint John, N.B. Other than brokering, what job would you like to do?

If you had a talk show, what guests would you like to invite?

I’ve always told my daughters that when I grow up I want to be Jack Bauer from the TV series 24. There’s no problem Jack can’t solve. The closest I was able to get was creating Team 24 at Anderson McTague. All brokers should check it out on our website.

Kiefer Sutherland, who plays the above-mentioned Jack Bauer on 24. As you can tell, I’m a real fan.

If you could acquire a super power, what would it be?

My super power would be the ability to read minds. My current level of power is very low. Just ask my wife and four daughters.

What’s your idea of a good time?

Playing 36 holes of golf in a day. Especially after your publisher gives me $1 million worth of lessons. Tell us about your best-ever vacation.

As a family we went to the Beaches Resort in Turks & Caicos. It’s a British Overseas Territory, east of Miami, in the Bahamas island chain. As advertised, it was lovely white sand, clear blue water and lots of sun.

If your life was made into a movie, which actor should play Chuck?

My life is currently a movie, and I am playing both lead roles – Dumb & Dumber.

What is the scariest thing that ever happened to you?

What do you like to do away from the office?

We have a summer home in Prince Edward Island, and I love it there. It has no Internet connection, no computer and therefore no work. If our publisher gave you $1 million, how would you spend it?

Golf lessons. Then I would have to borrow more money from your publisher. How did you meet your significant other?

Chuck McTague models a neon pink shoe-and-pants ensemble. Joining him on the greens is Fred Plant, Marc Legere and Michael Stack.

She chased me around a local nightclub back in 1982. Funny thing is, she tells the story in reverse. I’m sticking with my version. Where did you go on your first date?

A local fish & chips restaurant. I always was a big spender. Do you have an accomplishment you’re particularly proud of?

In 1994 I represented Canada as an on-ice hockey official at the Men’s World Ice Hockey Championships in Milan, Italy.

Anderson McTague is a locally owned and operated mga that has been operating in Atlantic Canada since the 1940s. About eight years ago we received a fully completed submission from a broker along with photos. That was scary because we knew there had to be something really wrong with the risk if the broker was presenting all of the information.

Ever had a nickname?

For more than 10 years I was a linesman in the American Hockey League. I also refereed senior and university-level hockey. As you can imagine I have many nicknames, none of which are printable. My wife Suzanne also has a pet nickname for me, but I’m afraid the same rule applies. Is there anything you won’t eat?

I love pizza. IP

Your three, all-time favourite movies are…

Three James Bond movies. What’s your favourite dessert?

Pizza from Angelo’s, which is a small local pizzeria.

Do you know a good subject for our Q&A questionnaire? Email suggestions to editor@insurancewest.ca.


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