The Tennessee Insuror May June 14 by Insurors of Tennessee

THE TENNESSEE

INSUROR May/June 2014

Vol. 25 No. 3

www.insurors.org

8 12 14

Location, Location, Location: New Venues Titans 2014: A Season of Change

That Bicycle Costs How Much?!

Music City Meet-up

Singer, Songwriter and Nashville Show Contributor Jaida Dreyer Will Headline Insurors 121st Annual Convention

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The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXV, Number 3 May/June 2014

features

Phone (615) 385-1898 Toll Free: 1-800-264-1898 Email: info@insurors.org Editor: Charles T. Bidek, CPCU Publisher: Daniel D. Smith, Jr.

4 Music City Meet-up INSURORS OFFICERS

President ................................................................. Lou Moran III Immediate Past President .................................. Eddie Miller III State National Director .................................................. Brad Smith Vice President, Region II ...... Christie Reeves, CIC, CPCU, CPIW Vice President, Region I and Pres. Elect ....... Cindi Gresham, CIC Vice President, Region III ................................. John McInturff III Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ...................................................................... Rush Powers Director, Region I .............................. Sharon Simmons, CIC, CISR Director, Region I ...................................................... Edward Kaiser Director, Region I ........................................................... Tim Roberts Director, Region II ............................................. George Anderson Director, Region II ................................................... Joe Lester, CIC Director, Region II ................................................. Steve Copeland Director, Region III ..................................................... Kevin Ownby Director, Region III ............................................ Josh Gibbons, AAI Director, Region III ............................................. Mike Langley, CIC Young Agents Chairperson ....................... Paul Steele, CIC, CRM

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Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.515.2601, e-mailing dsmith@insurors.org or online at www.insurors.org The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

Singer, Songwriter and Nashville Show Contributor Jaida Dreyer...

Location, Location, Location

Which Amortization is Right for You?

Titans 2014: A Season of Change

Daniel Learns About Ins.: That Bicycle Costs How Much?!

Your Cycling Clients May Present a New Coverage Opportunity

departments 21

From Your President

From Your State National Director

From Your CEO

Education Calendar

Government and Legal Affairs

Broker Spotlight

Company Spotlight

Company Briefs

Meetings

Member Tips

INSURORS OF TENNESSEE 2500 21st Avenue South, Suite 200 Nashville, TN 37212-0539 www.insurors.org

Check Out the New Lineup of Venues for the 2014 Convention

Take the Insurors Program Quiz For Sale: One Chopper w/Wishes Summer Fun!

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Music City Meet-Up

Singer, Songwriter and Nashville-show Contributor Jaida Dreyer Will Headline Insurors 121st Annual Convention

The Insurors 121st Annual Convention will take place October 11-14 at the new Omni hotel in downtown Nashville. On Sunday evening during the convention, our attendees will be treated to a performance from up-and-coming country star Jaida Dreyer, live from the new event hall at the Country Music Hall of Fame.

Meet Our Special Guest Entertainer Jaida Dreyer didn’t grow up intending to become a country music artist, but to hear the story of her crooked road to Nashville, it’s clear she was meant to be here all along. Her unmistakable voice, bubbly personality, and eclectic, insightful songwriting scored her a publishing deal with Grammy Award-winning producer Byron Gallimore (Faith Hill, Tim McGraw, Sugarland) at the precocious age of 19; this February, Gallimore announced the creation of his own label, Streamsound Records, and threw his full support behind Dreyer’s career. “I’m proud for her to be our flagship artist,” says Gallimore. “She’s the real deal. I couldn’t feel stronger about anybody.” Building on the success of Dreyer’s spunky, self-reliant debut, “Guy’s Girl,” her second single, “Confessions,” peaked 4

at #57 on the U.S. Country charts. Dreyer was born in Thunder Bay, Ontario, and raised in Latimer, Iowa, where the population sign still reads 303. “We didn’t have a stoplight, we had one stop sign,” she says. “Literally.” Her dad worked the family grain elevator, and her mom was a horse trainer; naturally, young Jaida gravitated towards the latter. She was a “horse-crazy” little girl who grew up showing competitively and won her first of many world championships at 5, getting an early education in the sort of work ethic required to reach success. And although her family wasn’t musical, per se, music was always a part of Dreyer’s life. “Early as I can remember,” she says, “from church to school honor choirs to singing along with the radio at three in the morning trying to stay awake on long-haul drives cross-country to horse shows, it was always just there.” She credits her eclectic taste in music to her mother, who introduced her to classic artists like Kitty Wells and Hank Williams, Sr., as well as then-current hitmakers like Tanya Tucker, Keith Whitley and Patty Loveless. As a pre-teen, Dreyer also found herself drawn to a variety of singer-songwriters like EmmyThe Tennessee Insuror

lou Harris, Kris Kristofferson, Merle Haggard, Lyle Lovett and Steve Earle. For her twelfth birthday, Dreyer’s parents gave her a guitar. “It was the last birthday present they bought me together,” she remembers. “I messed around on it a little bit. But my parents got divorced, and I grew to hate that guitar.” The divorce also led to Dreyer putting on her “gypsy boots,” as she calls them, as she and her mother set out across the country, moving wherever their equine work took them. Before she turned 18, Dreyer had lived in seven states, including Iowa, Florida, Wisconsin and Tennessee, with the bulk of her time spent between Texas and Georgia. During those gypsy years, Dreyer says, music remained a constant, and when she hit California, 14 year old Jaida finally found a reason to pick up her abandoned guitar: She and her mother were between jobs and briefly living out of their car when they were taken in by a rock band. “The lead singer taught me my first few chords on the guitar: C, D and G,” Dreyer says. “That’s when I officially learned to play.” She’d also been keeping a journal on the road, writing stories and poems about the “vast array of dysfunctional characters” she and her mother met on their journey. As she grew more comfortable on the guitar, Dreyer began crafting melodies, and upon settling in southern Georgia, she decided it was time to try the songwriting thing for real. A local singer-songwriter friend helped Dreyer record her first song, a one-take guitar vocal they recorded together.

me plug into the scene,” Dreyer says. “She introduced me to the songwriting community, who embraced me and welcomed me with open arms. The next thing you know, people were offering me publishing deals.” She laughs. “At that point I was so naive I didn’t even know you could get paid to write songs full time. I was nannying for a family with five kids, and I was like, ‘You can get paid to do that? Sweet!’” Her first live performance in Nashville was at a Tin Pan South round; she soon moved on to rounds at clubs like the Bluebird and Douglas Corner. For a while, she played down on Broadway, and learned the ever-important skills it takes to impress drunken strangers. Most of all, though, Dreyer wrote. “I would write up to three times a day sometimes, with anybody and everybody that would write with me,” she says. “I was trying to learn different tools and put them in my toolbox. Making it up as I went along. I had no formal vocal training. I had no idea what I was doing.” Well, she knew one thing: When asked which Nashville producer she’d want to work with, she said Byron Gallimore. “I remember thinking there’s no way in hell I’ll get to him,” Dreyer says. But about a year after moving to Nashville, she got a call from the general manager of GalliJaida’s debut album I Am Jaida Dreyer was released in 2013

Changes and Risks No matter how crooked the road, fate has a funny way of pointing us in the direction we’re supposed to go: Just as Dreyer began to take her music seriously, her career as a horse-show champion came to an end. At 17, at the top of her game, she was forced to retire by an injury that would only worsen by further submitting her body to the wear and tear involved in training horses. It was the biggest risk of her life. “The only other thing I knew how to do was write songs,” Dreyer says. “I looked back at all the songs I had written on the road, and I didn’t know if they were any good, or if anybody wanted to hear what I had to say. But I wasn’t scared of moving, obviously. I decided to make a couple trips to Nashville and just check it out.” Shortly thereafter, Dreyer’s mother was diagnosed with breast cancer, which resulted in her decision to leave their horse-breeding business in Georgia. The two moved to Music City. Dreyer was only 18 at the time. “I originally had no aspirations to be an artist,” says Dreyer. “Not because I didn’t want to be, I was just a realist. I knew that I didn’t sound like the female country singers I was hearing on the radio at the time, and I just figured my place was as a songwriter. I was okay with that. Little did I know that someday people would actually like my voice for the exact reasons that I thought they wouldn’t.” In fact, it was the worktape she’d recorded back in Georgia that caught the attention of renowned songwriter Robin Lee Bruce, who found it on Dreyer’s Myspace page. “She reached out and said she’d never heard anything like me before, and she wanted to help The Tennessee Insuror

more’s then-publishing company. Dreyer had been writing with his wife, and he’d passed along some of their worktapes to Gallimore, who liked what he heard, and set up a meeting. “From the moment I shook Byron’s hand and looked him in the eye, I knew I was home,” Dreyer says. Gallimore was equally impressed. “Her voice is unique,” he says, “and her songs were just way better than the average bear. She is possibly the most talented female writer in Nashville who’s also an artist. I’d put her up with anybody to write. She’s young, but she’s lived these songs.” For her debut album, I Am Jaida Dreyer, she and Gallimore worked hard at honing the honest, authentic sound already apparent on “Guy’s Girl,” and while Dreyer admits that her lyrics can some5

times be edgy, her songs are firmly rooted in the traditional, whether she’s writing with Guy Clark or Kings of Leon producer Angelo Petraglia. Most impressively, she has written or cowritten every song on the record. “I’ve always found solace in music, whether creating it myself or by being a member in the audience,” Dreyer says. “I want people to experience a variety of emotions through the rollercoaster of songs on my record, to immerse themselves in the feelings each song. Dreyer wrote three songs featured on the television musical drama, Nashville, which airs on ABC. “Dreams” was performed by Hayden Panettiere’s character Julliette Barnes and “This Town” performed by Clare Bowen’s character Scarlett O’Connor, with both songs released as part of the show’s soundtrack. In December of 2013, her third featured song, “Tell Me,” was performed on the show by Aubrey Peeples.

Jaida had two songs featured on the Nashville Season 2 soundtrack

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Suddenly, the woman who never intended to be an artist is on the verge of breaking into the spotlight in a big way. She’s coming to terms with it. “Every little girl wants to be a movie star or a rock star, stuff like that,” Dreyer says, “but coming from where I did, it was never tangible. And now that it’s all happening, I guess I just proved myself wrong.” Naturally, this means more traveling; luckily, Dreyer’s a pro. She’s already toured with Eric Church and Luke Bryan, and opened for Dierks Bentley in arenas on his Jägermeister tour, taking a title loan out on the truck her late grandfather left her in order to pay her band. “It was really important to me if I was going to do this that I could be the whole package,” Dreyer says. “I wanted to be out in front of the fans.”

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That commitment to doing whatever it takes for the sake of her craft is just another way that Dreyer’s work ethic – the one she developed on the back of a horse at 5 years old – has prepared her for this moment. “Growing up on the road, I learned that life isn’t a fairy tale,” Dreyer says. “It gave me a lot to write about, and a story that most 17 year old girls don’t have. I think some people could use the hand that they’ve been dealt and be bitter and jaded, but I haven’t done that. “I look at it as a blessing,” she concludes. “My crooked road has given me a career.”

Don’t miss your opportunity to see this up-and-coming artist perform. Get more info at www.insurors.org/convention. u 6 TI14_Stone_3.625x10.indd 1

The Tennessee Insuror

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The Tennessee Insuror

there when it matters most

Location, Location, Location

Check out the New Lineup of Venues for the 2014 Convention

The 2014 Insurors of Tennessee 121st Annual Convention is bringing the “new” to you.

The New Omni Nashville The Omni Nashville Hotel is created specifically to be an authentic expression of the city’s vibrant music culture. Across from the new Music City Center, this downtown Nashville hotel is a one-of-a-kind experience, fully integrated with an expansion of the Country Music Hall of Fame and Museum® on three levels.

•

• • •

bibe in all matter of beverages. From the perfectly mixed cocktail to an in depth selection of the finest Tennessee whiskeys while experiencing some of Nashville’s best live entertainment. Bongo Java: This coffee house institution in Nashville featuring locally roasted coffee beans and continues to please its patrons by offering a relaxing atmosphere complete with live music. Mokara Spa: Omni’s signature spa brand provides a tranquil setting for one to relax, rejuvenate or be pampered. Fourth Floor Pool Deck: The only hotel rooftop pool in Nashville, offering stunning views of the skyline as well as light fare and cocktails. Five and TENN: The hotel’s luxury retail venue features items from local and regional establishments, such as Olive & Sinclair Chocolate Co., Colonel Littleton and Bongo Java to name a few.

Get more info on the hotel or reserve your room now at www.omnihotels.com/FindAHotel/Nashville/MeetingFacilities/InsurorsofTNAnnualConvention10.aspx

The new Omni hotel in the heart of downtown Nashville will be the host venue for this year’s convention

Located on Fifth Avenue between Demonbreun and Korean Veterans Boulevard, the Omni Nashville Hotel design is a modern expression of the city’s distinct character, incorporating natural materials, exposed steel and regional limestone. The multi-story hotel and expanded museum share meeting and entertainment space and bring additional restaurants and retail venues to this dynamic destination in downtown Nashville. The hotel boasts numerous dining and leisure options including: •

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Kitchen Notes: The hotel’s all-day dining restaurant is a modern yet welcoming establishment featuring a fresh, contemporary spin on Nashville’s famous regional standouts. Bob’s Steak & Chop House: A nationally renowned steak house and top-shelf bar that offers the finest steaks and chops served in a classically elegant steakhouse setting. Barlines: This live entertainment venue is the place to im-

The Omni connects directly to the new expansion of the Country Music Hall of Fame

Country Music Hall of Fame Expansion Earlier this year, the Country Music Hall of Fame opened its $100 million expansion that more than doubled the space of the landmark attraction. The ambitious 210,000-square-foot expansion augments the institution’s ability to focus on its core mission to preserve, interpret and teach the history of country music. Previously unveiled sections of the expansion include an adThe Tennessee Insuror

ditional 10,000 square feet of dynamic new exhibit space; new education, entertainment, retail and event spaces, including the 800-seat CMA Theater; the Taylor Swift Education Center; the legendary and thriving letterpress operation Hatch Show Print; and the Event Hall with breathtaking views overlooking the Nashville skyline. The expansion also includes much needed archive and library spaces, allowing for even more robust cultivation of the museum’s treasured collection.

Pinewood Social also features six reclaimed wood lanes from an old Bowl O’ Rama in Indiana. This will be the site for our Young Agent reception on Monday night, October 13th. See more now at www.pinewoodsocial.com

Hermitage Golf Course The Hermitage Golf Course isn’t new, but its new to the Insurors Convention! The President’s Reserve at Hermitage will be the host course for our annual golf tournament. Designed by architect Denis Griffiths (designer Atlanta’s Chateau Élan Resort Courses), President’s Reserve trails through 300 acres of natural Tennessee wetlands and along the banks of the beautiful Cumberland River.

The new event hall in the expanded Country Music Hall of Fame has amazing views of downtown Nashville

The new Event Hall will be the host venue for our Sunday night opening celebration, featuring singer/songwriter Jaida Dreyer. See more information on the museum and its new spaces at www.countrymusichalloffame.org

Pinewood Social Event Venue Pinewood Social is a space that is based on the idea of creating a social gathering place that can accommodate your needs morning, noon and night. From a comfortable place to work with a cup of coffee in the morning or a casual lunch with a co-worker, from cocktails to dinner, they have it all. With a restaurant, coffee shop, specialty bar, patio, karaoke space, pool, bocce court and more, Pinewood really is a “mixed-use” venue.

The picturesque landscape at Hermitage Golf Course’s President’s Reserve will make for a challenging and enjoyable game

Playing up to 7200 yards, the President’s Reserve can offer any golfer as much challenge as one might desire, yet be a pleasurable golfing experience for even the occasional golfer. The President’s Reserve has been recognized by Golf Digest magazine as one of the TOP 10 in Tennessee. So join us for what is sure to be another top notch convention, and see the “new” Nashville! Get more information or register now by visiting our site at www.insurors.org/convention u

Pinewood Social features a vintage bowling alley reclaimed from an old Indiana Bowl O’ Rama

We’ll see you at the new Omni hotel and conference center on October 11-14! Photo Courtesy Flickr/Kelly Verdeck

The Tennessee Insuror

Which Amortization is Right for You? by David Coldiron, VP of Lending for Finworth Mortgage, an insbank company

Imagine that it is time for you to purchase or refinance a home. What type of mortgage should you choose? The vast majority of my borrowers decide to take out a fixed rate mortgage, but multiple amortizations (scheduled principle and interest payment terms) are available. Most lenders offer a 30, 25, 20, 15 and 10 year fixed. I will discuss the two most popular options, the 30 and 15 year fixed, in this article.

investments even after taxes are considered. In other words, if you have access to a 30 year fixed at 4.250% but believe you can earn 5.50% on your investments after taxes you may be better off with the longer term mortgage. However, there is absolutely risk in this scenario to consider as the mortgage rate is guaranteed, but the return rate on your investments is not.

The first piece of information to consider is the variance in rate. Historically, we expect the 15 year fixed to be about .500% better than the 30 year fixed. However, the variance in 2014 has been closer to .875%-1.00% which would make the 15 year fixed more attractive than normal.

The borrower who takes out the 15 year fixed may prioritize being debt free over any other opportunities that the additional cash-flow from the 30 fixed payment can provide. Consider that on the $200,000 loan mentioned previously a borrower would owe $144,000 five years into the 15 year fixed option. The 30 fixed borrower would owe $182,000. In addition to having a better rate, the 15 year fixed essentially forces the borrower to save more.

Other information to take into account can revolve around the time value of money. What could you do with the funds required to pay off a 15 year fixed, which has a higher payment than the 30 year fixed despite having a lower rate? On a $200,000 mortgage a 30 year fixed at 4.250% would have a principle and interest payment of $984. 15 year fixed at 3.375% has a monthly principle and interest payment of $1,418. In this instance the question is what could you accomplish with the additional $434 that you would have to spend on a 15 year fixed mortgage each month? Mortgage Calculator

15-year or 30-year fixed mortgage

Your Costs for a $200,000 Fixed-rate Mortgage

15-Year at 3.38%

30-Year at 4.25%

Your Monthly Payment

$1,418.00

$984.00

Interest You’ll Pay During First 5 Years

$29,297.00

$40,648.00

Interest You’ll Pay Over Full Term of the Mortgage

$55,241.00

$154,197.00

chart provided by bankrate.com

The person who chooses the 30 year fixed over the 15 year fixed may believe that inflation will rise over the long term and that the additional $434 mentioned in the previous example is worth much more today that it will be in a few years. Many do believe that inflation and rates are artificially low and want to lock in today’s rates for as long as possible.

Investments May Be Another Factor to Consider Another reason a person takes out a 30 fixed over the 15 year fixed is because he believes he can earn a higher rate on his 10

The 30 year fixed can present more opportunities for borrowers to take advantage of higher investment earnings and expected inflation. Many of these borrowers, though initially well-intentioned, spend their cash-flow savings on things other than investments or paying off debt. A 30 fixed borrower must have a long-term investing plan and stick to it or he is throwing money away. Do not go it alone on the amortization decision. It is important to consult with your financial advisor as well as have a discussion with a good mortgage originator. Talk about realistic goals and stick to them. The correct solution is the one that works best for you.

Let Finworth Help You with Your Mortgage Needs Please contact Finworth Mortgage, an INSBANK Company for any of your residential purchase or refinancing needs. As the preferred mortgage lender for the Insurors of Tennessee (and founded largely by Insurors members), we offer a $500 discount off closing costs for all Insurors members and their employees. About the Author David Coldiron serves as V.P. of Lending for Finworth Mortgage, an INSBANK Company. He is a Western Kentucky University graduate who, after five years in the mortgage business, moved from Bowling Green to Nashville to accept a position with Finworth. He has over twelve years of lending experience and may be contacted at david.coldiron@finworth.com. u The Tennessee Insuror

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Titans 2014: A Season of Change Written by Mike Keith, the “Voice of the Titans”

A cell that won’t stop ringing is often a bad thing when you are a person over 40. In today’s world, it seems like everyone sends a text or an e-mail. No one calls anymore - unless it is bad news. Bad news is a still delivered voice to voice. So when you are over 40 years of age and your cell phone starts ringing and ringing, you cringe. You hope for the best, but fear the worst. On the morning of October 21, 2013, my cell phone would not stop ringing. I was in Tunica, MS at the Insurors of Tennessee 120th Annual Convention, working the convention floor with CEO Chuck Bidek. This day was going to be a lot of fun. Hanging out with Chuck and the Insurors staff in the morning. Lunch with long-time Insurors friends. Dinner with a lifelong friend who resides in Memphis. A good night’s sleep and home to begin the Titans’ bye week on Tuesday. The continual ringing of the phone changed all of that. After Chuck and I finished our duties, I excused myself to check my phone. There were over 20 missed calls in less than an hour, most from one phone number at the Titans’ offices. I returned the call and got a quick answer from one of my colleagues who had shocking news: Titans owner Bud Adams had passed away at the age of 90. Mr. Adams might have been older, but his presence was so big that it felt as if he would go on forever. Chuck was the first person with whom I shared the information and his response consisted of four words: “You have to go.” He was 100% right. I had been

in Tunica for less than 10 hours, having arrived well after midnight following our game on Sunday. My bag was not even fully unpacked. But I gathered my stuff, checked out and hit the road for home. The drive was long and quiet, except for the occasional phone call. There was plenty of time to think, to be thankful and to remember some good stories. I did not know Mr. Adams well, but I will always be appreciative that he gave a 30 year old the break of a lifetime. I’m equally glad that he had the guts to move an NFL team to Tennessee. He was an original, a person who did it all his way, on his own terms. And because of that, Bud Adams was always interesting and fun to be around. As I crossed the Tennessee River and got closer to Nashville, another thought hit: there would be change. Mr. Adams had owned the team for 54 years and he was only person to ever own it. Because the new owner would be different from Mr. Adams, there was no way that things would not be different. Mr. Adams’ final gift to the franchise and its fans was a smooth plan of transition upon his passing. His family would take over and son-in-law Tommy Smith was experienced and ready to take the helm. There would be no period of uncertainty, no lull. Tommy Smith took charge days after an emotional service was held to honor Mr. Adams’ amazing life. And yes, there would be change. Mike Munchak found that out when he was asked to make significant changes after the 2013 season ended with the Titans posting a 7-9 record.

The Tennessee Insuror

Munchak balked at what he was asked to do and parted ways with the franchise. The Titans beat out at least two other clubs for the head coaching services of Ken Whisenhunt. Whisenhunt became the first head coach in 30 years to join the organization with no ties to the franchise or to the city of Houston. The Titans hired a coach completely from the outside. With that move came more significant change. A new offense to be run by offensive mastermind Whisenhunt. A new 3-4 defense run by highly-aggressive coordinator Ray Horton. A new coaching staff. Several new support people. Playbooks handed out to players on iPads. A new way to practice. A new way to hold meetings. New times for everything on the schedule, including meals. New ways to hold conditioning. New terminology. New rules. New pictures on the walls.

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Where Will the Changes Lead? If you combine the ownership change and coaching change, you see a that the Tennessee Titans are vastly different. But one thing has not changed: the Titans ended the 2013 season and begin the 2014 season as a team that feels like it is on the verge of something special. This is the biggest reason that Whisenhunt wanted the job. The 2012 Titans went 6-10, but lost six games by 20 or more points, allowed nearly 30 points per game and were outgained by 62 yards per game. The 2013 Titans went 7-9, but lost seven games by nine points or less, gave up nearly 100 fewer total points and nearly 40 yards per game on defense and scored more points and gave up less turnovers and quarterback sacks on offense. The ’13 Titans may have won just one more game, but they were miles better than their ’12 counterparts. The 100 million dollars spent on free agents and an excellent 2013 draft class improved the team’s overall talent noticeably. The 2014 Titans should be even better. General manager Ruston Webster re-signed several key free agents including safety Bernard Pollard, defensive linemen Ropati Pitoitua and Mookie Johnson and wide receiver/kick returner Marc Mariani. Webster then inked key pieces for Whisenhunt’s offense including versatile running back/receiver Dexter McCluster, right tackle Michael Oher and backup quarterback Charlie Whitehurst. On defense, the Titans added free agent defensive lineman Al Woods and two veteran linebackers in Wesley Woodyard and Shaun Phillips. The Titans’ free agent haul enabled them to pick the very best players in the draft, regardless of position. Michigan left tackle Taylor Lewan rated as a premiere player and the Titans were thrilled to get him at #11 overall. Having let Chris Johnson go, Tennessee needed a running back and got the top man on their board: all-around standout Bishop Sankey. Massive defensive lineman DaQuan Jones and versatile defensive back Marqueston Huff came in their fourth round. Inside linebacker Avery Williamson - a native of Milan, TN - was a fifth round

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continued on page 48 The Tennessee Insuror

Daniel Learns About Insurance: That Bicycle Costs How Much?!? Your Cycling Clients May Present A New Coverage Opportunity

Insurors Director of Communications Daniel Smith is far from an insurance expert, but he is trying to learn! In this new series he will look into insurance and coverage questions he has about popular trends and day-to-day life. Most of us probably remember owning a bike as a kid, and you may even have fond memories of your first bike. My favorite bike growing up was a black and yellow BMX with some knobby tires that I’m sure helped me terrorize the neighborhood as I rode through our neighbors’ lawns. Although it seemed like a lot at the time, the price tag on that bike was only about $75. That is nothing compared to the bicycles owned by avid riders today.

able for bike owners through standard homeowners policies, but not necessarily at the level that would protect a $3,500 cycle, let alone a $10,000 one. For example, most homeowners policies would pay a loss on such a bike, but at ACV and not at replacement cost. There would also not be coverage for crash damage, replacement bike rental, coverage during races and possibly damage during bike transport as well. If you have invested thousands of dollars in a bicycle, shouldn’t you spend a little more to insure it?

Big “I” Markets Rolls Out New Bike Product Big “I” Markets recently developed a program with Markel Specialty that provides many extra coverage options for cyclists and their special means of transportation. Insurors members now have access to Markel Bicycle insurance, which offers bicycle physical damage including repair and replacement cost (including fixed accessories and components). Included coverages are rental reimbursement, competitive event fee reimbursement, spare parts and cycle apparel. Other coverage options include liability, medical payments, vehicle contact protection, roadside assistance and more. Policies in the program begin as low as $100 per year, and more information can be found on www.bigimarkets.com.

I was talking to a friend recently about a new road bike he had purchased for competitions. It was a really sleek looking bike with fancy gears, pedals and handlebars. Out of curiosity, I asked him about the price tag on such a bike. He calmly replied that the total package was around $3,500. After I regained consciousness, I told him I was amazed that people pay that much for a bicycle. He then further shocked me by telling me that some people pay twice that and more for top brand specialty bikes. Litespeed, a Tennessee bike manufacturer based in Ooltewah, makes specialty cycles with a suggested retail price of up to $10,000! MSRP for a Litespeed Archon C1 similar to the I couldn’t help but wonder, if these bikes are worth that much, are their owners insuring them? If so, are they insuring them properly? There is some coverage avail-

written by Daniel Smith

The Market is Out There Just how big is the market for b i c yc l e

The Tennessee Insuror

IT’S THE RIGHT THING TO DO. Arlington/Roe. You have our word on it. “Whether you choose Arlington/Roe for our breadth of knowledge, product line diversity, market access or industry know-how, you may be assured we are in business primarily to serve you. We will do our best to earn and keep your trust. You have our word on it.” – James A. Roe, CPCU, ASLI, President

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The Tennessee Insuror

coverage? The number of Americans who ride bicycles is greater than all those who ski, golf and play tennis combined. The number of trips made by bicycle in the U.S. has more than doubled from 1.7 billion in 2001 to over 4 billion. And 71% of Americans say they would like to ride more than they do now.

"32

The average North American bicycle commuter is a 39-yearold male professional with a household income in excess of $45,000 who rides 10.6 months per year. U.S. cyclists who bike frequently have a median income of almost $60,000. 30% of bike commuters use a mountain bike, 28% a road bike, 18% a hybrid, and 17% a touring bike; and 35% of bike commuters own a second, bad-weather bike.1

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That’s just a few of the numbers that show why this is such an intriguing market for coverage growth. But don’t take my word for it, ask your cycling friends, or go look at price tags at a specialty shop. You may find out that the money trail moves faster on a bicycle.

1.800.768.7475 www.bsrins.com questions@bsrins.com

1-All statistics per www.peopleforbikes.org statistic section

About the Author Daniel Smith serves as the Director of Communications for Insurors of Tennessee. He has a Bachelors degree in Marketing with a minor in Graphic Design from the University of Tennessee at Chattanooga. He may be contacted at dsmith@insurors.org. u

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we have a new name along with a new look, and all the same great solutions you’ve come to expect

Effective January 1st Union Standard Insurance Group in Tennessee is now Berkley Southeast Insurance Group Berkley Southeast Insurance Group (BSIG) is a member company of W. R. Berkley Corporation, a Fortune 500 Company, whose insurance company subsidiaries are rated A+ (Superior) by A. M. Best Company. A M

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Our independent agents and policyholders can expect to continue to receive the same outstanding products, services and solutions, as our staff remains unchanged. Bill Emerick, Regional Vice President, continues to lead our staff at the local branch office at 5301 Virginia Way, Suite 250, Brentwood, TN. BSIG takes a broad approach to underwriting for ‘best in class’ business primarily in the construction, light manufacturing, hospitality, real estate, mercantile, wholesale and business service industries.

introducing exceptional Berkley Southeast Insurance Group is committed to working with young independent agents of Tennessee. They are the future of our business. BSIG recognizes the need to mentor the growth of new talent and to perpetuate the Independent Agency System as well as provide young agents a competitive advantage. That’s why we are working together for success with Tennessee’s Young Agents.

congratulations exceptional agents Aaron Jensen Leslie Frazier Justin Baxter Adam Reeves Brandon Patterson Chad Snider David Evans Emory Martin Garrett Flannery Hank Coppedge Jamie Williams Jared Smith John Fritts Josh Witt Kevin Ownby Matt Spellings Melissa Wilder Mike Thomas Robert Harris Tyler King Will Dodson Michael Novarese Jeremy Stiltner Jason Stiltner Stacy Woodard Jared Garrett Will Webb

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commercial lines property and casualty insurance

berkleysig.com local people finding practical solutions The Tennessee Insuror

Future Leaders Spotlight

presented by

Trae Vaughan, CRIS • Brock Ins. Agency - Chattanooga/Rossville, GA Trae Vaughan of Brock Insurance

Trae Vaughan was born in Columbus, MS, and played college golf at Meridian Community College before transferring to Mississippi State. After graduation he worked for Travelers before coming to Chattanooga to work at Brock Insurance. He and his wife Michelle have a 2 1/2 year old son, Ford. His father has been an independent agent for over 30 years and his sister Dori is a Territory Manager for Guard Insurance.

The Insuror: Can you tell us a little about your current job title and responsibilities? Trae: I am a Commercial Lines P&C Producer and a Partner in the agency. I spend most of my time servicing my book of business, providing support to my partner on his key accounts, prospecting new opportunities, and also stay active in the day to day management of the agency.

The Insuror: What can you tell us about your educational background? Trae: I graduated from Mississippi State University with a degree in Risk Management, Insurance and Finance. I have also obtained my Construction Risk and Insurance Specialist designation from the International Risk Management Institute.

The Insuror: How and why did you get started in insurance? Trae: My father has been in the insurance business since the early 1980s, so I grew up around the business from an early age. Our family vacation each summer was the Mississippi Big “I” convention and from the time I was old enough to drive, my summer job was doing property inspections for the agency. I saw from an early age that it was great career path and an industry full of wonderful people, so it didn’t take much encouragement from dad to pursue a career in Insurance. He did encourage me to go to work for a carrier and I was fortunate enough to have the opportunity to participate in Travelers Underwriting Development Program. I gained invaluable knowledge and experience through this process and spent about 5 years working as a Commercial The Tennessee Insuror

Lines Underwriter in the Travelers Construction Department before making the transition into the agency business.

The Insuror: Do you have any influences/role models in the industry? Trae: I have been fortunate to have a number of mentors who have helped me immeasurably. My father, first and foremost, has been a role model my entire life and has helped shape my career path. Mark Brock, who I am fortunate to call a friend and business partner has also played a huge role in my progression over the past 10 years. I’d also mention Frank Carrington and Pete O’Connor with Travelers. Frank was my Manager and Pete was my Mentor as a trainee, and both played a huge part in my development from a college kid to full fledged underwriter. They both continue to be great friends and I am fortunate enough to be able to continue our relationship on the agency side. There are numerous other people who have helped me tremendously along the way. You can never have too many mentors and advisors!

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success? Trae: Find a mentor, heck find many mentors and do what they do! This business, while always evolving, still boils down to a few simple principles – honesty, hard work and relationship building. If you find someone that does these things, watch them and follow their lead and you’ll be successful.

The Insuror: As an independent agent, you have many partners in this industry, including carriers, MGAs and many more. How do determine which ones are the right relationships? Trae: There are infinite choices out there, which makes being an independent agent great, but at the end of the day you’ve got to focus your efforts to be most efficient. I chose to spend time building relationships with people that care about the agencies they work with, want to help solve problems and respond quickly when needed in a pinch. Cheap rates and flashy marketing come and go, but personal relationships last a lifetime.

The Insuror: Thank you for giving us your time Trae, we appreciate it and wish you continued success in your career. Trae: Thank you to the Insuror and Berkley Southeast Insurance Group for including me in this series. u 19

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The Tennessee Insuror

From Your President

Take the Insurors Program Quiz

This is a test, who knows how many products and programs the Insurors of Tennessee offers? Nope that is not right… try again. Wrong again! Come on, it is not hard to figure out… Want a clue? Log on to the Insurors website and click on the link PRODUCTS & PROGRAMS. There are at least 19 current products or programs listed: E&O, INSBANK and Finworth Mortgage, RLI Personal Umbrella and RLI Home Business Insurance, Preferred Comp of TN, Transamerica Executive Long Term Care Program, Trusted Choice and Project CAP, Big I Markets, Big I Flood Insurance through Selective, Imperial PFS Premium Finance, DocuSign and more. Now as much as I would like to detail each and every one of these valuable programs, I am pretty sure everyone would stop reading about now… so let’s hit the highlights of a few of them. Big “I” Flood program through Selective Tammy Goodman with Selective is our main contact and she is a wealth of flood insurance knowledge. (I know our office has found Tammy to be most helpful with questions regarding all of the changes taking place in the Flood Insurance world.) RLI Personal Umbrella and Home Business Insurance This is your lucky day because if you place these two lines of business with the Insurors, you get work with David Williams! The Home Business premiums start around $159 per year and go up from there, depending on the class of business. The RLI Personal Umbrella is available with limits to $5,000,000; excess UM coverage is available on this product too. Big “I” Markets The Big I offers free market access for all Insurors members to several personal and commercial markets, including but not limited to Affluent Homeowners, Collector Cars, Valuable Article, ACE International Package Policy, Event Liability through Philadelphia, Commercial Lessor’s Risk through Fireman’s Fund and many more. Insurors Disaster Planning Guide In 2005, a task force of agents from across Tennessee The Tennessee Insuror

spent time and energy researching and assembling this guide for our members. I know, it’s not sexy, but it is something every one of our member agencies needs to review and complete in the unlikely event we crash land in water and you need to use your seat cushion - no wait - was just checking to make sure you were still reading. On the serious side, this valuable resource is undergoing a review at our agency and updates are being made, and I’d encourage you to start or update your own. Lastly, one of my new favorite programs, Insurors Agency Growth Conference, was held for the first time on April 29th and 30th in Murfreesboro. We appreciate those who attended the inaugural event. The conference was the brain child of our Insurors staff, and it covered a wide range of topics for the growing agency. From a presentation by Shirley Lukens of Reagan Consulting on “Best Practices and Your Agency’s Growth,” to the breakout session “The Business School of the Future,” presented by MTSU to a number of seminars for Growing Agencies and Young Agents alike. The two-day conference offered information that everyone could take back to their agency, regardless of size or stage of life of the agency. We hope you will make plans to attend next year. You know the saying, “if you’re not moving forward, you’re going backwards.” (Okay, I may have made that quote up, but you get where I am coming from.)

“Yo u k n o w the saying, ‘I f y o u ’ r e not moving forward, you’re moving backwards.’”

There are many other benefits that your membership in the Insurors of Tennessee includes that aren’t listed in the PRODUCTS & PROGRAMS section. I know for me, it is the answers to the countless questions I have regarding coverage forms or other insurance topics that I ask of Chuck, Ashley, David, Daniel and the entire Insurors staff. I am not sure how to put a value on the research that they do for members every day to help us be better at our jobs. Thanks to the staff of the Insurors of Tennessee for all your help! You all are priceless! OK this concludes episode 3, stay tuned for the next episode… Nashville: TV show or convention!? u

Lou Moran III 21

The Tennessee Insuror

From Your State National Director For Sale: One Chopper w/ Wishes In 2012, Trusted Choice teamed up with Paul “Paul Sr.” Teutul, Sr., Orange County Choppers owner and star of the Discovery channel’s show American Chopper, to build a custom motorcycle to benefit Make-A-Wish. The chopper was unveiled at a special ceremony featuring Jake Fetty, a Make-A-Wish kid from Atkinsen, NC, whose “wish” was to meet Paul Sr. Both strong supporters of Make-A-Wish, Trusted Choice and Teutel conceived the bike in an effort to raise awareness and money for the world’s leading children’s charity. The motorcycle has caught the attention of many agents and consumers nationwide. After the unveiling ceremony, the chopper was sent on a tour around the country, stopping in almost every state including a visit at our own 120th Annual Convention. The ten-foot bike is a symbol of the Trusted Choice initiative to support those in need. Now the custom motorcycle is up for grabs—and 100% of the proceeds will be donated to Make-A-Wish. Some past models built by the Orange County Choppers team have sold from anywhere between $30,000 $150,000. Whatever the final sale price, it will be for a

great cause. Make-A-Wish grants the wishes of children with life-threatening medical conditions to enrich the human experience with hope, strength and joy. According to a 2011 U.S. study of wish impact, most health professionals surveyed believe a wish-come-true can have positive impacts on the health of children. Kids say wishes give them renewed strength to fight their illnesses, and their parents say these experiences help strengthen the entire family. Based in Phoenix, Make-A-Wish is one of the world’s leading children’s charities, serving children in every community in the United States and its territories. With the help of generous donors and more than 25,000 volunteers, Make-A-Wish grants a wish somewhere in the country every 38 minutes. It has granted more than 212,000 wishes since its inception in 1980; nearly 14,000 in 2011 alone. Visit Make-A-Wish at wish.org and discover how you can share the power of a wish®. If you’re interested in purchasing the chopper, making an offer, or just getting more information, please contact Kevin Brandt with Trusted Choice by e-mailing him at kevin.brandt@iiaba. net. u

Paul Sr. unveils the Trusted Choice bike to the crowd in Virginia

The Tennessee Insuror

“Whatever the final sale price, it will be for a great cause.”

Brad V. Smith 23

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The Tennessee Insuror

From Your CEO Summer Fun!?

One look at the calendar and you’ll know that summer is almost upon us. Here are some “fun” things we will be doing on your behalf this season:

Legislative Study Committees Often when legislation get bogged down during session the bills are directed to what is called “summer study.” Like the name implies, it is equivalent of the “summer school” in which many of us used to participate. Some time ago this legislative maneuver meant the bill was dead. However, in recent years the legislature has decided to actually hold hearings on these summer projects. Four insurance-related bills will be discussed this summer: 1. Uninsured Motorist or Mandatory Auto Insurance: The name you choose depends on which side you are on in the debate. Generally everyone at least says they are for reducing the uninsured motorist population. The issue is what can realistically be done to reduce it, at what cost and borne by whom? This will be a Senate study committee. 2. Personal Lines Inquiries: This issue arose as part of a bill that passed prohibiting midterm cancellations of homeowners for customers making claims inquiries about their coverage. The study will be about whether renewals should likewise be prohibited. This study will be conducted by the Department of Commerce and Insurance. 3. Autism Coverage to Include Behavior Therapy: This bill had much support but it would be another health mandate that the state would be responsible for under the Affordable Care Act, and therefore would affect the state budget. This study will have a joint Senate House Committee. 4. Agreements Between Healthcare Personnel and Insurance Companies: This bill brought, by the Tennessee Medical Association, has support but raises questions on whether the state should interfere in terms of a private contract. The Tennessee Insuror

The parties were instructed to plan on coming together with ideas and willingness to compromise.

Departmental Interpretations When new legislation passes it usually allows for rule making authority for the Department to effectively administer the new law or at a minimum, issue interpretations of the law. We will be participating in these meetings. The sinkhole bill that passed this year will need at least a reaffirmation of the bulletin the Department issued in 2008. Moreover, the new language that contains the “shall make available” phrase raises the question of what will satisfy that requirement. A recent meeting hosted by an engineering firm that we attended brought up some additional concerns. It was engineers’ contention that anytime an insured uses the term “sinkhole” in a claim that it would require the company to do testing to prove it wasn’t. We learned that ground settlement is not a sinkhole and most such settlements are from construction debris left incorrectly on the building site. Neither of these are covered, but the only way to know for sure is to test. The impact on the carrier side is that insured must bear the cost of the tests IF it can be shown that the claim filing was intentionally an attempt to defraud. Florida lawyers in attendance at the meeting stated that their results with a similar law have had no success in recouping costs.

“I n t h o s e thir t y days following we have received 3 8 P A C r e q u e s t s . . .”

Fundraisers Even years are election years, so coming to your town soon is a fundraiser for candidates for all House races (99), Senate races (16) and the Gubernatorial election. Since incumbents cannot raise money while in session, we did not get any requests for InsurPACTN funds until the first day after session ended. In those thirty days following we have received 38 PAC requests and expect that pace to continue through July. We must have your support to continue our advocacy for you on the Hill. Here are the totals as of

Chuck Bidek, CPCU 25

March 31st for insurance industry PACs: Farmers $66,000; NAIFA $56,800; Your InsurPACTN $54,000; BlueCross BlueShield of Tennessee $22,000; Tennessee Association of Health Underwriters $11,500; PIA of Tennessee $400. Obviously these totals will change as the season progresses. Our goal is to raise an additional $20,000 for InsurPACTN by mid-July. I hope you will see fit to contribute and encourage others in your agency to do the same, please visit http:// www.insurors.org/what-we-do/government-affairs/ for more information.

Company Visits Each year we choose a state to visit so that we may conduct meetings with companies on their “home turf.” Our discussions range from the Tennessee regulatory environment, marketing initiatives for agents and our combined agency force in Tennessee. We have found that the meetings are extremely productive and have solidified our company relationships in many ways. This summer we will be focusing on the many companies in Ohio that do business in Tennessee. If you have contacts for your company partners based in Ohio that you would like us 7.5 x 4.625 to focus on, please consider sending them to me.

Accident Fund congratulates Price & Ramey Insurance for 100 years of exceptional service to Tennessee businesses.

jgs_umbrella_7.4x4.625v1 As you can see, Summer is a another busy time for us, but we 2012 think it pays dividends throughout the rest of the year. u

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The Tennessee Insuror

Education Calendar

TAKE YOUR INSURANCE CAREER TO

THE NEXT LEVEL ::::INSURORS 2014 CE::::

TRI-CITIES/JOHNSON CITY

MEMPHIS

4/22 : CISR : AGENCY OPERATIONS 9/17 : CISR : PERSONAL AUTO

3/5-7 : CIC : COMMERCIAL CASUALTY* 3/20 : CISR : COMMERCIAL CASUALTY I 6/18 : CISR : PERSONAL RESIDENTIAL 11/13 : CISR : PERSONAL LINES

NASHVILLE KNOXVILLE

4/9-11 : CIC : LIFE & HEALTH 5/7-9 : CIC : AGENCY MANAGEMENT 7/24-25 : RUBLE : GRADUATE SEMINARS 8/13 : CISR : COMMERCIAL CASUALTY II 8/20-22 : CIC : COMMERCIAL CASUALTY 9/15 : CISR : ELEMENTS OF RISK MANAGEMENT 9/16-19 : CRM : CONTROL OF RISK* 11/12-14 : CIC : COMMERCIAL PROPERTY 11/12 : CISR : PERSONAL LINES 12/3-4 : CYBER RISK SEMINAR

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CONTACT

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities that satisfy individuals at many different experience levels. If you are looking to further your career, seeking a professional designation, or need to satisfy continuing education requirements, check out the variety of courses available. Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

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6/11-13 Personal Lines 7/24-25 Ruble Graduate Seminar 8/20-22 Commercial Casualty 11/12-14 Commercial Property

Knoxville Nashville Nashville Nashville

The National Alliance for Insurance Education & Research is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Website: www.nasba. org. Advanced Curriculum Rating = 20 CPE Credits. For more information regarding administrative policies such as complaint and refund, please contact our offices at 800-633-2165.

Cyber Risk

Fee: $420

12/3-4 Cyber Risk Seminar

Ruble

Fee: $430

9/16-19 Control of Risk

6/2 6/4 6/5 6/11 6/11 6/18 6/19 6/26 6/26 6/26

E&O - An E&O Claim 360 View E&O - Agency Defenses/Procedures Hot Topics in Personal Lines E&O - Considerations of Agent Ops Ethics & Business Webcast NFIP: Basic Flood Course + Updates Professional Ethics in Insurance Ind. E&O - Agency Defenses/Procedures E&O - Understanding Agent Duties D&O Liability Insurance

CE: 2 $30 CE: 2 $48 CE: 2 $48 CE: 2 $48 CE: 3 $60 CE: 3 $72 CE: 3 $60 CE: 2 $48 CE: 2 $48 CE: 2 $48

Nashville

Online Courses (www.iiaba.net/vu) Available from IIABA Virtual University. Member pricing shown.

Ethics for Insurance Professionals How to Calc. Business Income in 5 Min. National Flood Insurance Program New Employee Training Course

CE: 3 CE: 3 CE: 6 CE: 9

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

Legal & Ethical Requirments of Insurance CE: 4 Insuring Flood Exposures - NFIP Review CE: 4

ABEN Webcasts (insurors.aben.tv)

Nashville

Available from The Institutes

$75 $75

(insurors.ceu.com)

Insurance Principles and Policies CE: 7 Long Term Care CE: 24 Workers’ Compensation CE: 10 Employee Benefits for Small Companies CE: 4 Healthcare Reform and Affordable Care CE: 5 e-Coverage CE: 15 Fundamentals of Personal Auto Insurance CE: 3 Management Process for Ins. Professionals CE: 21 Intro to Flexible Spending Accounts CE: 4 Terrorism and Its Impact on Insurance CE: 4 Toxic Mold and Homeowners Insurance CE: 15 Understanding the Industry of Insurance CE: 5

$49 $99 $59 $39 $49 $79 $29 $89 $39 $39 $79 $39

Indicates course is presented by The National Alliance. Register for these courses at www.thenationalalliance.com The Tennessee Insuror

Introducing our

Johnson & Johnson Preferred Financing is fully licensed and can finance with any company that accepts outside financing.

Chat with us online at www.jjpf.com! 800.868.JJPF (5573)

Proud to be a member and Tennessee Insuror partner with the The AAMGA

Details of the Program: Â&#x2021; $GPLWWHG LQ $OO 6WDWHV 1R )HHV 1R 7D[HV Â&#x2021; 6L]H 6DOHV XS WR 0 3URSHUW\ FRPELQHG OLPLW RI 0 1XPEHU RI (PSOR\HHV Â&#x2021; %URDG 5DQJH RI (OLJLEOH &ODVVHV Â&#x2021; &RYHUDJH ([WHQVLRQ (QGRUVHPHQW $YDLODEOH WKDW LQFOXGH &RYHUDJH ([WHQVLRQV LQFOXGLQJ :DWHU %DFN 8S 0RQH\ 6HFXULWLHV Employee Dishonesty Â&#x2021; &RPSHWLWLYH 0LQLPXP 3ROLF\ 3UHPLXPV Â&#x2021; 0LQLPXP 3ROLF\ 3UHPLXP Â&#x2021; 1HZ 9HQWXUHV (Must have prior experience in this business field) Â&#x2021; (OLJLEOH $FFRXQW &ODVVHV RYHU PLOHV IURP WKH FRDVW LQFOXGH :LQG &RYHUDJH Â&#x2021; 5LVNV PLOHV FDQ EH RIIHUHG FRYHUDJH ; :LQG (Program not available for Habitational Class-and No Restaurants.)

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Disruption and absenteeism due to employeesâ&#x20AC;&#x2122; care giving duties costs U.S. employers up to $33.6 billion per year.1 5HZDUG NH\ HPSOR\HHV ZLWK D EHQHÂżW WKDW ZLOO KHOS WKHP IDU LQWR WKH IXWXUH DQG DGG WR \RXU EXVLQHVVÂś ERWWRP OLQH The Transamerica Executive Advantage ProgramÂŽ enables you to provide TransCareÂŽ II Long Term Care Insurance to your employees as well as: Â&#x2021; Â&#x2021; Â&#x2021; Â&#x2021;

Help prevent the loss of a key team member due to becoming a full-time caregiver by offering coverage and discounts to eligible family members. Reduce the impact of long-term careâ&#x20AC;&#x2122;s potential to deplete assets and/or a crucial team memberâ&#x20AC;&#x2122;s time. Take advantage of current law which provides incentives to use corporate funds to purchase Long Term Care insurance. 3URYLGLQJ GLVFRXQWV ZKLFK DUH DYDLODEOH IRU TXDOLÂżHG JURXSV

Call Jim Laughlin at (800)434-1992 for details about all your choices and for information on how TransCareÂŽ II Long Term Care insurance can help protect you from the high cost of long term care. â&#x20AC;&#x153;Working Caregivers & Employer Health Costsâ&#x20AC;? National Alliance for Caregiving, February 2010. Note: Employee LTCi contributions are currently not eligible for pre-tax consideration under IRS sec.125 plans. Neither Transamerica Life Insurance Company nor any of its agents give legal, tax, or accounting advice. Please consult your tax advisor. This is an individual Long Term Care insurance policy underwritten by Transamerica Life InsurDQFH &RPSDQ\ &HGDU 5DSLGV ,$ <RX PXVW TXDOLI\ EHIRUH \RX FDQ UHFHLYH EHQHÂżWV XQGHU WKH SROLF\ 7KH SROLF\ H[SODLQV KRZ WKH LQVXUHG FDQ TXDOLI\ IRU EHQHÂżWV 3OHDVH VHH WKH SROLF\ IRU WKHVH DQG RWKHU LPSRUWDQW SROLF\ SURYLVLRQV %HQHÂżWV DQG SUHPLXPV PD\ YDU\ ([FOXVLRQV DQG OLPLWDWLRQV DSSO\ &RQWDFW \RXU LQVXUDQFH DJHQW SURGXFHU IRU GHWDLOV 3ROLF\ ,&& 7/&

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The Tennessee Insuror

Government and Legal Affairs Personal Online Usernames and Passwords Are Protected in Tennessee as of 1/1/15

•

Written by Stacie Caraway, Miller & Martin, PLLC And you thought it couldn’t happen here! On April 29, Governor Haslam signed into law the Employee Online Privacy Act of 2014 (PC826). The new law does not go into effect until January 1, 2015 and will not affect any contracts or other agreements entered into with applicants or employees prior to that date (unless they are subsequently renewed on or after January 1, 2015). As of January 1, 2015 though, it will be unlawful in Tennessee for employers to: • •

Request or require an applicant or employee to disclose a password that allows access to the individual’s personal Internet account; Compel an applicant or employee to add the employer or an employment agency (including but not limited to a background check company) to the individual’s personal Internet account contacts, associates or “friends” list;

•

Compel an applicant or employee to access a personal Internet account in the employer’s presence in a manner which enables the employer to observe the contents of the individual’s personal Internet account; or Take adverse action, fail to hire or otherwise penalize an applicant or employee for failing to disclose information or otherwise comply with one of the prohibited activities described above.

A “personal Internet account” is defined by the Act as an online account used by an applicant or employee exclusively for personal communications that are not business-related. The definition does not include social media accounts that an applicant or employee creates, maintains, uses or accesses for their own business-related communications or an employer’s business purposes. The new law also does not prevent employers from: •

Requesting or requiring passwords, usernames or other information needed to access an electronic communications device the employer has supplied or fully or partially paid for, or an account or service it provides to employ-

Building Success Mid South Mutual provides Workers’ Compensation to Home Building, Commercial Trade Contractors and related industries in Tennessee. Examples of clients we serve include: HVAC Contractors Building Suppliers Siding Installers Dry Wallers

Bricklayers Electricians Plumbers Painters

Carpenters Framers Flooring Cabinetry

Contact Wendy Cox-Vetitoe at Wendy.Cox-Vetitoe@bwood.com or 615-263-1763 www.midsouthmutual.com Administered by Brentwood Services Administrators, Inc. Proudly serving the members of the Home Builders Association of Tennessee since 1995.

The Tennessee Insuror

•

• •

ees for business purposes or which is otherwise used for the employer’s business purposes; Disciplining or discharging an employee who transfers the employer’s confidential or proprietary information or financial data to a personal Internet account without the employer’s authorization; Requiring an employee to cooperate in an investigation regarding legal or regulatory compliance or work-related employee misconduct – even if this involves providing personal Internet account passwords, usernames or other account access information. (In order to do this, the employer must have some specific information that there is information relating to the investigation on the employee’s personal Internet account – they cannot just do this in every employee investigation as a matter of course); Restricting or prohibiting employee access to certain websites while the employee is using -- and monitoring, reviewing, accessing or blocking electronic data stored on -- an electronic communications device which is supplied or fully or partially paid for by the employer, or while using the employer’s network and resources (be aware that there are also some federal laws which already restrict employer activities in these areas however); Conducting background checks or other applicant or employee screening which does not involve obtaining personal account passwords or usernames; Conducting background checks relating to law enforce-

EXPERTISE YOU CAN LEVERAGE. , IT S THAT SIMPLE.

•

ment employment or as required by federal law of “selfregulatory organizations” as defined by the Securities and Exchange Act of 1934; or Viewing, accessing and using any public information regarding applicants or employees or information which is otherwise available without violating this Act.

So, not the end of the world – there is still some online fun to be had/dirt to be dug. But for those of you who currently require applicants and/or employees to provide you with passwords or usernames for their personal Internet accounts as part of your applicant or new position vetting process, just be aware that your days to do so (in Tennessee at least) are numbered. About the Author Stacie Caraway is a national employment law strategist, litigator and trainer. She advises national, regional and local employers concerning general employment and labor law issues with a concentration on FMLA, disability and religious accommodation issues. She also develops, reviews, and updates human resource policies and supporting agreements, and represents employers in local, state and federal legal proceedings including DOL and EEOC and state human rights commission investigations, mediations and lawsuits throughout the U.S. Caraway is a frequent speaker at employment law symposiums. Contact her by calling 423.785.8399 or e-mailing scaraway@millermartin.com. u

For thirty years, Builders Mutual has been working hard to make your job easier. Agent tools like BOB 2.0 allow you to issue and service policies online with ease. When you’re quoting residential, commercial and trade contractors, the insurance choice is simple.

Stay connected. buildersmutual.com

The Tennessee Insuror

Delivering An Unrivaled Online Destination

The South & Western philosophy is straight forward...doing business should never be complicated! When you use any of our “Rate Retrievers” for Farm & Ranch, Specialty Commercial or Specialty Personal Lines, you’ll quickly discover why South & Western is the successful agency’s best friend.

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The Tennessee Insuror

â&#x20AC;&#x153;Exclusive member agencies, collaborating to bring the best insurance solutions to their clients.â&#x20AC;? Boyle Insurance Agency, Inc. - Memphis Burke, Powers & Harty - Bristol Cate-Russell Insurance - Maryville Inter-Agency Insurance Services - Knoxville Martin & Zerfoss, Inc. - Nashville McInturff, Milligan & Brooks - Greeneville

Ownby Insurance Service, Inc. - Sevierville Smith-Berclair Insurance, Inc. - Memphis S.N. Anthony, Inc. - Ripley Tigrett & Pennington Inc. - Dyersburg Watauga Insurance, Inc. - Johnson City

Get more information now at www.securerisk.com

The Tennessee Insuror

Association Update

Brad Smith Wins Burns Award From Big “I”

Carr Elected to AIA Eagle Society

The Big “I” has awarded Insurors State National Director Brad Smith of SmithBerclair in Memphis with the 2013 Barney Burns Award. The award is named after former Big “I” President Barney Burns, who founded InsurPac in 1975, and served as chairman of its Board of Trustees until 1983. During his tenure, Barney worked tirelessly to educate agents about the importance of being politically active and contributing to InsurPac.

Doug Carr, CIC, CAIP, CISR of EBCO Aviation Underwriters in Memphis has been elected to the Aviation Insurance Association’s (AIA) Inaugural 2014 Class of the Eagle Society. An AIA Eagle Society Member, “will have demonstrated their dedication to the AIA with their actions and deeds on behalf of the AIA, as well as having made substantial contributions to the aviation industry and/or demonstrated achievement in their career in aviation.“

“Much like the award’s namesake, Brad Smith embodies the same relentless work ethic for InsurPac,” said Jon Jensen, Big “I” government affairs committee chairman. “At the conclusion of 2013, he made a strong fundraising push that ultimately helped InsurPac reach the million dollar mark.”

Membership in the “AIA Eagle Society” is conferred by nomination by the President of the AIA, and awarded with the concurrence of the majority of the Board of Directors. The AIA Eagle Society award is presented annually at the AIA’s Annual Conference.

Under his leadership as Tennessee InsurPac chairman for the past five years, his state has regularly reached its fundraising goal and made significant strides.

Anderson Benson Insurance Purchasing Account Assets From Robertson Taylor

Holbrook Retires From Association

Nashville-based Anderson Benson Insurance & Risk Management is purchasing entertainment and hospitality account assets based in Tennessee from London-based Robertson Taylor. Under the deal, Robertson Taylor’s Toby McCord, senior vice president; Reba Adams, vice president; and Jenna Moore, account executive, will join Anderson Benson. Roberton Taylor’s Nashville office will continue to operate.

Coit Holbrook, CIC, CPCU, has retired from the Association after more than seven years of service. Coit joined Insurors in January of 2007 as an E&O Specialist after retiring from the State where he was in charge of the Rating Section. Coit has been a valuable member of our staff and he will now shift his focus to caring for an ailing family member. We thank him for his service to Insurors and the insurance industry in Tennessee. He may be contacted at cjholbrook1@att.net.

Price & Ramey Insurance Celebrates 100 Years Kingsport-based Price & Ramey celebrated its 100 year anniversary in May. Before the city of Kingsport was even chartered, the agency opened its doors to serve the insurance needs of the growing community. Joe Wimberly became the firms managing stockholder in 1951, growing the agency for over 50 years. In 1997, current owner Keith Sims took control of the business, and has expanded the agency’s footprint across East Tennessee. The Tennessee Insuror

Hoover Graduates Leadership Middle TN Chip Hoover, senior commercial executive at J. Smith Lanier & Co. in Murfreesboro, has graduated with Leadership Middle Tennessee’s 2014 class. The prestigious group, which includes business and civic leader representatives from 10 counties in the area, was recognized at a ceremony on May 20th.

Wells Fargo Sells Knoxville Office to USI Wells Fargo has completed the sale of 40 regional offices, including its Knoxville location, to USI Insurance Services. Wells Fargo said the sale, which was first announced in January, is part of its strategy to concentrate on markets where it believes their insurance business has the greatest growth potential and stronger partnerships with the bank’s commercial customers. It will focus on middle and upper middle market customers. u 35

I AmTrusted

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From answering underwriting questions to assisting in risk evaluation, AmTrust employees provide the best customer service to agents like you. That’s how you are able to provide the best small-business insurance coverage to your customers, and it’s why AmTrust is the 8th largest workers’compensation coverage insurance provider in the nation with an “A” rating from A.M. Best.

To learn more about AmTrust, visit us at amtrustnorthamerica.com or call 877.528.7878.

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The Tennessee Insuror

Founded in 1930, Johnson & Johnson (J&J) is a full service Managing General Agent (MGA). They are a professional organization committed to servicing the insurance needs of the Independent Agent. Through their Company partnerships they are committed to a goal of providing the Independent Agent with the highest level of customer service, all while helping them service the needs of their insureds.

A Higher Standard of Service Johnson & Johnson provides services to Independent Agents in Tennessee as well as across the eastern United States. They offer Personal Lines, Commercial Lines and Premium Financing. Supported by a staff of professional underwriters, each production department offers markets which are tailored to the specific needs of the Independent Agent. Their service standard for quoting is “in by 2:00 and out by 5:00” but many policies can be instantly quoted on their website 24/7. J&J is constantly expanding their online rating capabilities for both commercial and personal product lines to better serve Agents. J&J’s E&S Commercial department offers a wide range of markets, including Property & Casualty, Professional (E&O and D&O), Commercial Auto, Trucking, Umbrellas, Brokerage, Workers’ Comp and Marine. Their Brokerage markets include Apartments, Contractors (including roofers, machinery, drill-

The Tennessee Insuror

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Johnson & Johnson

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Broker Spotlight

Sin ce 1930

ing or blasting, and alarm), Vacant Buildings, Umbrellas and Hotels/Motels, just to name a few. J&J’s Specialty Personal Lines department provides custommade coverages for Homeowners, Watercraft, Golf Carts, Motorcycles, Umbrellas, Dwelling and Manufactured Homes. Their Agents can obtain online quotes by utilizing their new Marine and Mobile Rater programs. HO3/DP1/3 and Earthquake programs are also available for online quotes.

Premium Financing Also Available Johnson & Johnson Premium Financing (JJPF) is a fully licensed finance company. JJPF can finance with any company that accepts all outside financing, not just business written through J&J. They offer draft authority for approved Agents, live online chat, and a variety of payment options to best suit the needs of both the Agent and the Insured. J&J is actively seeking to partner with agencies that are looking for a long-term successful relationship with one of the only privately-held and growing MGAs in the country. They work closely with Agents, taking pride in the professional relationships forged every day. For more information, please contact Peter Burrous at 843.577.1484 or pmb@jjins.com. u

BUNDLE THEIR HOME SWEET HOME WITH THEIR CAR SWEET CAR.

Learn how an auto policy bundled with a Progressive Home Advantage policy, provided and serviced by ASI, can help you save your customers timeâ&#x20AC;&#x201D;and money. For more information, contact your Progressive account sales representative.

Auto insurance underwritten by Progressive Casualty Ins. Co. & affiliates, Mayfield Village, OH, and in Texas by Progressive County Mutual Ins. Co.

insurance is provided and serviced by American Strategic Insurance Corp. and its affiliates. This insurer is not affiliated with Progressive and 38Home is solely responsible for claims. Not available in all states. 13A00200.F03 (05/14)

The Tennessee Insuror

Company Spotlight

The Progressive Group of Insurance Companies Progressive, a Gold sponsor of the Insurers of Tennessee Convention, is the number one writer of auto insurance in the independent agency channel countrywide, working with a network of more than 35,000 agents. Local agents and brokers choose Progressive to meet all of their customers’ needs, including coverage for motorcycles, RVs, boats, homes and Commercial Lines. As the second largest carrier in the independent agent channel in the state, Progressive is pleased to continue its growth by offering qualified agents a homeowners product, Progressive Home Advantage (PHA). PHA is provided and serviced by American Strategic Insurance (ASI), a leader in property insurance and an A rated carrier by A.M. Best. More than half of all Progressive’s business is sold through local agents and Progressive continues to invest in the independent agent channel. More than 800 local agencies throughout the Volunteer State currently sell and service Progressive policies. Progressive makes it easy for customers to understand, buy and use auto insurance. Its products are backed by the company’s 24/7 customer and claims service, and there are five claims offices in Tennessee – Nashville, Memphis, Chattanooga, Tullahoma and Knoxville.

Growing With Agents Progressive helps agents stay connected to shoppers in a constantly changing marketplace. It invests heavily in quoting, servicing and mobile technology that improves agency efficiency and freedom to sell anywhere, anytime. It offers 24 hour customer servicing that extends an agent’s office hours to keep customers happy. It provides online servicing and mobile tools customers have come to expect from businesses with which they do business. The Tennessee Insuror

“We have experienced unprecedented, double digit policy-in-force growth in the agency channel in Tennessee for each of the past five years,” says Regional Sales Manager Jeff Scovell. “We are so excited about the momentum we have with our agents and know that by introducing our new 8.0 auto product and the new PHA product in the state will only help to take our agency relationships to the next level. The combination of this offering will help us to provide agencies with a strong preferred bundled offering to help capture additional business from the captive carriers in the state,” says Scovell. Progressive makes quoting and binding easy with its award-winning portal, ForAgentsOnly.com and broad capabilities for interfacing with agency management systems. It helps shoppers find local agents with its website, www. progressiveagent.com, which provides agents over 50,000 leads every month.

Leading Through Innovation Progressive leads the way in usagebased insurance with Snapshot®, which saves drivers money based on their good driving habits. Market demand for usage-based insurance continues to grow and Progressive is excited to bring Tennessee agents this tool for shoppers looking for a way to save. Progressive has learned that actual driving behavior is the most predictive rating variable to date, providing more accurate rates, discounts for safe drivers and a retention tool for agents.

Committed to Success Progressive is committed to becoming consumers’ #1 choice for auto insurance by providing competitive rates and innovative products and services that meet drivers’ needs. For more information, please visit www.progressiveagent. com. u

Tennessee Contacts Jeff Scovell Regional Sales Manager Jeffrey_J_Scovell@Progressive.com 1.800.274.4055 x54323 David Benchabbat Senior Sales Rep, East/West TN David_Benchabbat@Progressive.com 865.228.0535 Todd Tipton Senior Sales Rep, South Central TN Todd_L_Tipton@Progressive.com 1.800.274.4055 x54379 Rob Cannon Senior Sales Rep, Central TN Robert_E_Cannon@Progressive.com 615.519.1435 Pat Gingerich Inside Sales Rep Patricia_Gingerich@Progressive.com 1.800.999.2624 x36571 About Progressive CEO: Glenn Renwick Personal Lines President: John Sauerland Commercial Lines President: John Barbagallo Agency Sales& Distribution General Manager: Karen Bailo Company Headquarters: Mayfield Village, Ohio Founded: 1937 Agent Network: 35,000+ A.M. Best Rating: A+ Company Website: ProgressiveAgent.com 39

Dave Porch Porch-Stribling-Webb Waverly, TN

Tom Strate Strate Insurance Group Morristown, TN

Busch Thoma E.B. Thoma & Son Agency Tullahoma, TN

Jack Spann Spann Insurance Nashville, TN

Richard Hollis Hollis & Burns Memphis, TN

Roger Smith Thompson & Smith Insurance Jackson, TN

Presidents of Insurors of Tennessee

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Or visit www.keystoneinsgrp.com The Tennessee Insuror

Looking Back

a past president spotlight presented by

Richard Hollis • Principal at Hollis & Burns • Insurors President in 2000 Richard Hollis of Hollis & Burns

Richard is the owner and principal agent at Hollis & Burns in Memphis.

The Insuror: It’s been fourteen years since you were President of Insurors, any reflections on your time in office you could share with us? Richard: When I look back at my time as president, I can always tell people that you will get more out of being president than you put into it. The friendships and business relationships I made serving on the board have been very beneficial over the years. That was also the year we started INSBANK, and I am pleased to see it doing so well fourteen years later. I am still proud of the fact we had a great convention in Tunica that year, which included hosting Archie Manning as our guest speaker.

The Insuror: How has the Association, and to a greater extent the industry, changed over your career?

new and renewal business. Janice Holmes has been invaluable as her mentor, and her experiences in the industry such as serving on the Chubb personal lines council have been a great help. Martha earned her degree in Risk Management and Insurance from Ole Miss, and has also earned her Accredited Adviser in Insurance designation. She is in our commercial lines division working with Stephen Masterson and Valerie Lynn, and they make a great team. Insurance is a relationship business in more ways than one, and we have been successful as an agency in building relationships. The staff as a whole has been together for a while, and having that longevity is key because they are behind our success. I truly rely on them to continue our success.

The Insuror: What role do you feel is most important for Insurors to play in supporting independent agents? Richard: I believe the Insurors role is to continue to promote the quality of our member agents and the overall professionalism of independent agents. Insurors must also continue with education that makes sure the professionalism stays at that higher level. We must all work to foster the public’s opinion of independent agents as an advocate for their coverage’s and claims.

The Insuror: Is there a goal that

Richard: Certainly, the Keystones of the industry independent agents as a community have changed the dynamics of agency ownership. should be focused on for the future? Their support of Insurors and their help with company contracts, depth of industry knowledge The Richard: As agents we need to focus on Richard on the cover of r uro and claims-handling has made a big difference Ins see Tennes perpetuation and professionalism in the for our agency. They have relieved some of the industry. Keystone has definitely helped us pressure of company representation and provided us with an with our perpetuation planning. alternative that allows our industry to avoid the “roll-ups” of agencies into saleable clusters. The technology has also seen The Insuror: And finally, what advice would you give an extreme change. I would have never thought when I was other agents about building a successful insurance president that a day would come when you could process career such as your own? claims or get auto insurance IDs on your phone.

The Insuror: You have family members also involved in this industry, including your daughters Martha and Bowen. How has the insurance business become such a “family affair” for you? Richard: We are lucky to have such a great staff overall, including my daughters. Bowen has such a great personality for the high net worth clients and has been great at developing The Tennessee Insuror

Richard: Work hard, hire the right people and take care of your customers and employees. I really entrust my employees with decision making, and that has led to us trusting each other. It also allows me to have more of a guiding role rather than being a micro-manager. I have a sense of urgency to respond to people when they have a need or concern, and I believe if you take care of your clients, they’ll take care of you. And taking care of them means providing them with exceptional service. u 41

We get you. We understand what agents want and we’re committed to giving you the tools you need to grow your agency. Look into a partnership with us by calling today. Amy Mayes 352-384-4186 mayesa8@nationwide.com

AUTO • HOME • BUSINESS • POWERSPORTS

Allied products underwritten by Nationwide Mutual Insurance Company, AMCO Insurance Company, Allied Property & Casualty Insurance Company, Depositors Insurance Company, Nationwide Insurance Company of America, Nationwide Affinity Insurance Company of America, Nationwide Property and Casualty Insurance Company, Nationwide Mutual Fire Insurance Company, Nationwide Agribusiness Insurance Company, Home Office: Des Moines, IA. Harleysville products underwritten by Harleysville Lake States Insurance Company, Harleysville Preferred Insurance Company, Harleysville Worcester Insurance Company and Harleysville Insurance Company. Home Office: Harleysville, PA. Customers will be placed with one of the above companies based on your location and the product requested. Subject to underwriting guidelines, review and approval. Products and discounts not available to all persons in all states. Nationwide Insurance, the framemark and Harleysville are service marks of Nationwide Mutual Insurance Company. © 2014 Nationwide Mutual Insurance Company. ALO-0239AO (01/14) 42 The Tennessee Insuror

Company Briefs

Consumers Insurance USA Set to Join The Motorists Insurance Group Murfreesboro-based Consumers Insurance USA, Inc. has signed a definitive agreement to be acquired by Motorists Mutual Insurance Co. of Columbus, Ohio. Under the agreement, which is subject to regulatory approval by Tennessee and Ohio regulators as well as Consumers Insurance Group shareholders, Consumers Insurance USA will become a wholly owned subsidiary of Motorists Mutual. “We couldn’t be more excited about this opportunity to grow Consumers by joining with Motorists. It is a win-win situation for our policyholders, employees, agents, and shareholders,” says Consumers Insurance Group Chairman, Amanda C. Farnsworth. “Motorists is an extremely well capitalized, A rated company, who has a strong track record of building the companies they have partnered with in the past.” Consumers markets niche-oriented products, including personal auto, commercial auto, and garage policies, through a network of independent insurance agencies. Motorists Mutual Insurance Co. is an affiliate of The Motorists Insurance Group. The Motorists Insurance Group, headquartered in Columbus, Ohio, consists of 10 property and casualty insurance, life insurance and insurance brokerage companies. “Consumers is a strategic fit for us because it increases our geographic footprint into states where we want to write business, it’s staffed by talented, knowledgeable associates and it employs technological resources that make it an easy company for agents to do business with,” said Motorists President and CEO David L. Kaufman, ACAS, MAAA.

The Hanover Unveils Platinum Experience The Hanover Insurance Group has unveiled its Platinum Experience, a robust package of bundled auto and home insurance products and services for select Tennessee independent insurance agents to offer their account-oriented customers. In an increasingly competitive and dynamic personal insurance environment, Platinum addresses a growing market opportunity for independent agents to offer enhanced auto and home insurance services and coverage to their customers. With one policy, one coverage effective date, and one bill, agents can leverage their expertise to guide customers through a comprehensive portfolio of features and coverage levels that provide greater value. The Hanover has selected approximately 50 independent agents in Tennessee who will be offering The Platinum Experience in major markets throughout the state. “We are very The Tennessee Insuror

selective in the appointment of independent agents. Our agents in Tennessee and their staffs provide outstanding advice, counsel and value to their customers,” said Mark R. Desrochers, president Personal Lines at The Hanover. A local team based in Nashville supports agent partners in Tennessee.

Penn National Launches New Website

A 2013 Accenture study called “Playing to Win” indicated that most insurance products have some level of complexity that requires industry expertise. The study concluded that the insurer of the future will need to package and deliver coverage in a way that customers find easy to understand and use, without downplaying the complex nature of the solution. More than 40% of insurance customers in the Accenture study said they are willing to pay more for personalized advice or assistance when purchasing insurance, a number that has increased by 6 percentage points since 2010.

New features of the site include:

Bituminous Changing Branding to BITCO On September 1, 2014, the Bituminous Casualty Corporation will be changing its name to the BITCO General Insurance Corporation and the Bituminous Fire and Marine Insurance Company will be changing its name to the BITCO National Insurance Company. A name change endorsement has been filed with the State to notify each policyholder of this change and the endorsement will become a part of their policy for their record. This endorsement does not change or alter any terms or provisions of any policy. It will not affect the rights of any policyholder.

Penn National Insurance has launched its new website, which features a fresh, new look and easy drop-down navigation. The site has been completely redesigned to better meet customers’ needs and enhance customers’ experience.

• • • • • • •

Streamlined, easy-to-navigate structure Make a payment or report a claim online in two easy steps, without signing in to your account Improved search capabilities Better cross-reference of related topics Responsive design for smartphones and tablets Easily download our new mobile app from your desktop or mobile device Interactive telephone numbers

Visit www.pennnationalinsurance.com to view the new and inmproved website.

Argos Adds McGehee as Underwriter Argos Group, Inc. recently announced that Tonya McGehee, CIC has joined their team in the position of Senior Underwriter. Tonya had spent the last fifteen years working as an under-

Winner Joins Grange as Commercial Lines President Grange Insurance recently announced that Michael Winner has joined the Columbus, Ohio, based insurance provider as president of commercial lines. In this role, Winner will be responsible for the overall growth and profitability of the company’s commercial lines book of business, including product development, underwriting management, risk control and operations. Winner brings nearly 30 years of insurance experience to the position. Most recently, he served as president of Liberty Mutual’s Mid-Atlantic Region for business insurance and was responsible for managing an eight-state regional insurance operation with nearly $700 million in commercial premium. Prior to his most recent assignment, he was President & CEO of Ohio Casualty, a regional property and casualty company within Liberty Mutual’s Agent Markets operation. Liberty Mutual acquired Ohio Casualty Corporation in 2007 where he previously served as chief financial officer. Before joining Ohio Casualty, Winner held several positions at Nationwide Insurance, including vice president of finance. 44

The Tennessee Insuror

CNA IS PROUD TO SUPPORT THE INDEPENDENT INSURANCE AGENTS AND BROKERS OF TENNESSEE.

Construction • Education • Financial Institutions • Healthcare • Manufacturing Professional Services • Real Estate • Retail • Technology • Wholesale Distribution

With customized coverages, local industry knowledge and the strength and stability of an “A” rating by A.M. Best, when you’re looking for a carrier that can help you play an instrumental role in your customers’ business success … we can show you more.® For more information about our coverages, products and services, contact our local Nashville Branch at 615-886-3300, or visit www.cna.com. CNA is a registered trademark of CNA Financial Corporation. Copyright © 2014 CNA. All rights reserved.

The Tennessee Insuror

writer with the Alabama Self Insured Workers’ Compensation Fund. Argos Group, Inc. is a General Agent specializing in work comp in Alabama, Tennessee and Mississippi.

Johnson & Johnson Acquires Stateside Underwriting In a recently announced deal, Charleston, South Carolinabased Johnson & Johnson has acquired Stateside Underwriting Agency Inc. (SUA) in Crystal Lake, Illinois, and Chagrin Falls, Ohio. SUA will continue to operate under the leadership of Richard Nowell and Chad Gaizutis, according to Johnson & Johnson President Francis Johnson. SUA is an underwriting manager for specialty professional liability risk products including mortgage bankers bond and professional liability for mortgage companies, architects and engineers, property managers, lawyers and other classes. In addition, SUA writes fidelity bonds for title agents.

Atlas Adds Taylor as Commercial Division President Atlas General Insurance Services, LLC, a national multi-line program manager, welcomes Rod Taylor as the new president

of the commercial division. Taylor will be based in the new Atlas office located in Dallas. Rod has a very strong background in underwriting, program management and product development. In his new role, Rod will be responsible for growing Atlas’ commercial lines business across the nation as well as Atlas’ workers compensation business outside of the California marketplace. Taylor comes to Atlas with over 25 years of experience in underwriting, program management and product development for several different lines of business. Most recently, Taylor worked as a program consultant for Distinguished Programs, a national insurance program manager. Prior to that, he was the senior vice president for Distinguished Programs where he co-founded DPExpress, a new division for the company. While there, Taylor was also responsible for the marketing, underwriting, and product development of three product programs.

United Fire Group Named to Forbe’s “Trustworthy” List United Fire Group (UFG) has been named one of “America’s 50 Most Trustworthy Financial Companies” by Forbes. This inaugural list only includes financial companies, specifically banks and insurance companies. To identify the most trustworthy and transparent publicly

OUR DWELLING INSURANCE ÝÛ~ ÉÛE]oÛ9mkaf]kkÛ:geeakkagf ÝÛGYjlf]jk`ahÛGjgxlÛJ`Yjaf_ ÝÛ~ ÛDYpaemeÛGgda[qÛCaealk ÝÛFof]j ÛK]fYfl ÛMY[YflÛ8f\ Û J]YkgfYdÛIakckÛ8[[]hl]\ ÝÛDgZad]Û?ge]kÛ8[[]hl]\ ÝÛJ[`]\md]ÛI]flYdÛGjgh]jla]k ÝÛ=YklÛFfdaf]ÛHmgl]k ÛGgda[a]k Û 8f\Û<f\gjk]e]flk

REWARDS OUR AGENTS. National Security strives to provide competitive, affordable insurance for policyholders, but we also reward our agents with some of the highest commissions in the industry, a partnership proﬁt sharing program and an award-winning web site that provides fast online quotes, policies, and endorsements. Find out more by calling 1-800-239-2358 x213 or visit us on the web at www.nationalsecuritygroup.com.

Elba, Alabama • 800-239-2358

The Tennessee Insuror

traded North American financial companies, Forbes turned to GMI Ratings (GMI), a company that maintains broad coverage of the environmental, social, governance (ESG) and accounting-related risks affecting the performance of public companies. GMI also creates Forbes list of “America’s 100 Most Trustworthy Companies.” GMI reviewed the accounting and governance behaviors, along with considering factors such as high-risk events, revenue and expense recognition methods, SEC actions, and bankruptcy risk as indicators of a company’s credibility to develop the list. An “Aggressive Accounting and Governance Risk” (AGR) number is then given to each company and is the final composite by which organizations are scored. Companies appear on the list divided into categories by market cap size, along with their current AGR and average AGR over the past four quarters.

Staff One Offering New ACA Speaker Series

“The Affordable Care Act continues to present unique challenges for business owners thereby increasing the need for HR outsourcing,” explained Staff One Business Development Director Donna Meek. “It’s good to know that our technology platform is ahead of the curve, adding reports and features that help keep our clients in compliance without creating additional work.” Meek is PPACA certified through the National Association of Health Underwriters, and has conducted dozens of seminars, webinars and lunch and learns, helping empower businesses to navigate the Affordable Care Act. Staff One is now scheduling Donna Meek to present in person at various associations, chambers of commerce and other business groups. She is scheduling such sessions to take place starting in June through the end of the year. Contact Meek directly at donna. meek@staffone.com or 405.562.6692 to see a demo of the ACAcompliant reports or to schedule a speaking engagement.

Faulk Retires From CNA

The Affordable Care Act (ACA) has placed new requirements on employers, many of which require advanced reporting and calculations. Staff One continues to stay apprised of the constantly changing regulations under the Affordable Care Act. Staff One is excited to announce that there are several reports available through our HR technology platform HRCenter™ that will assist our clients with the complex requirements presented by the Affordable Care Act.

Fred Faulk, longtime Continental and CNA employee, has retired after a 39 year career in the insurance industry. Faulk, who won a Presidential Citation from Insurors in 2013, began his professional life as a school music teacher before joining the insurance industry as a sales representative. u

RELATIONSHIPS IT’S WHY WE STAND OUT FROM THE CROWD “Relationships are the key to everything I do. The ability to be open and honest with customers allows me to provide them with what they need and lets them know they can trust what I do for them.”

Leon Hilaski Transportation Manager

Managing General Agency Since 1920

800.666.5692

jmwilson.com

Property/Casualty • Professional Liability • Commercial Transportation • Surety • Personal Lines • Premium Finance The Tennessee Insuror

Titans 2014, continued from page 13

Tennessee Titans 2014 Schedule

steal. In round six, the Titans drafted LSU’s Zach Mettenberger as a quarterback who has great long-range potential. The roster got stronger and the Titans still have salary cap room if they want to make more moves before the season starts. There is certainly reason for optimism. But there are some questions. Can defensive tackle Jurrell Casey be as effective in a 3-4 defense as he has been in a 4-3? Casey played great football in 2013, notching 10.5 sacks. Can quarterback Jake Locker stay healthy for a whole season? We saw how good that Locker could be last September when he was healthy, but now he must prove that he can make 16 starts. Can the team adapt to all of the changes quickly enough to be an AFC South contender? Normally, there is a period of adjustment when a new coaching staff comes in. The Titans hope that adjustment period is as short as possible. The questions are all legitimate, but every NFL team has questions right now. It’s part of the process of dealing with the unknown. This time last year, no one saw the Houston Texans falling from two-time AFC South champs to just two wins or the Kansas City Chiefs jumping from 2-14 to 11-5. No one knows for sure. In the Titans’ camp, we do know that there has been historic change which has made for fascinating off-season. And it’s just about time to see the 2014 Titans on the field. u

Acquisition Strategy

BUSINESS OWNERS PROGRAM

“We’re big on BOP.” Riley Tonkin, Omaha Branch Marketing Representative

EMC’s Businessowners Program (BOP) is bigger than ever. With more classes. More value added loss control services. More online resources to make writing BOP easier for you. Give your smallto medium-sized businesses a big value with EMC’s Businessowners Program, it’s just one of the many reasons why agents Count on EMC®.

Birmingham Branch: 800.239.2005

Home Office: Des Moines, IA

The Tennessee Insuror

Titans 2014 Schedule

Your gateway to contractors markets.

CONTRACTORS SOLUTIONS

Placing insurance for different contractors can be a daunting project. At Burns & Wilcox, our network of domestic and international carriers opens doors to the broadest range of markets. Since time is of the essence, we deliver quotes and binders fast. When it comes to finding solutions for every stage of construction, contact the wholesale broker with the tools to make the hard-to-place easy â&#x20AC;&#x201C; Burns & Wilcox. Nashville, Tennessee | 615.251.1297 | fax 615.248.4348 nashville.burnsandwilcox.com Commercial | Personal | Professional | Brokerage | Binding | Risk Management Services The Tennessee Insuror

We push ourselves for you. Because you push yourself for them. For more about how Grange can help you help your customers contact: Donya Wilson at 800-422-0550 ext. 3137 or wilsond@grangeinsurance.com.

grangeinsurance.com 50

The Tennessee Insuror

Meetings

Second Half of ‘14 Offers Full Calendar Insurors of NW Tennessee Golf Outing 6/10 The Northwest Tennessee local board will host their annual golf outing on Tuesday, June 10th at the Dyersburg Country Club at the Farms. The even will begin with lunch at noon and tee time is 1 pm CST. The tournament will be followed by the group’ s famous pork chop dinner and social hour. Cost for golf and dinner is $75 per player and dinner-only is $30 per person. For more information, contact Matt Russell at 800.467.5453 or e-mail mrussell@westaninsurance.com.

Big “I” Fall Leadership Conference 9/10-14 The Big “I” Fall Leadership Conference, home to the Young Agents Leadership Institute, Fall Board Meeting, Education Convocation and numerous association board and committee meetings, will take place in Grand Rapids, Michigan this year. Voted the No. 1 “Cool City” by Lonely Planet, Grand Rapids will welcome the Big “I” leadership, bright young agents, state association staff and company partners on September 10-14. Highlights of the event include the installation of David Walker, president of Hartland Insurance Agency in Hartland, Mich. as the new chairman of the Big “I,” as well as the acclaimed Presidents’ Panel, where top carrier executives share their perspective on current trends and the future of the industry.

YOUR FIT FOR WORKERS’ COMP AND MORE! Preferred Comp of Tennessee is endorsed by the Insurors of Tennessee (IOT) to provide member agencies competitive workers’ compensation options. Meadowbrook Insurance Group, Inc. Low to Moderate Hazard Workers’ Compensation

Z Z Z Z Z Z Z Z Z Z

Artisan Contractors Auto Repair & Service Goods & Services Hospitality Light Contracting Light Manufacturing Office/Clerical Physicians Restaurants Wholesale/Retail

Visit http://www.independentagent.com/events for more information or to register online.

Insurors 121st Annual Convention 10/11-14 The Insurors of Tennessee 121st Annual Convention will feature exhibits, education, guest speakers, entertainment and events geared to enhancing the experience and success of Tennessee’s Independent Insurance Agent & Broker community. This year’s event will take place at the magnificent new Omni Hotel in downtown Nashville on October 11th14th, 2014.

For more information or to get started, please contact: HeidiZdanis Langella at (800) 755-8090Ext. x4363 Laurie at (800) 755-8090 4362 or email a submission to: preferred@meadowbrook.com

See more information on the new venues, events and special guests we have lined up for this year on pages 4-9 of this issue. Get more information, or register online now at www.insurors. org/convention/. u The Tennessee Insuror

www.preferredcomp.com

NEW LOOK! Same dedication to our TENNESSEE agents!

Our mission is to provide you with excellent SERVICE from EXPERIENCED staff you can TRUST in your time of need. Bruce Hunzicker 615.417.6377 â&#x20AC;˘ bhunzicker@ciusa.com

Visit us on the web @ WWW.CIUSA.COM

Reduce the device shape to the required size, then make a new clipping mask

ycling means different things to different people. That is why, Markel

icycle Insurance offers bicycle coverage customized for each individual

ycle, and doesnâ&#x20AC;&#x2122;t provide one-size-ďŹ ts-all coverage.

We know bicycles.

olicies are as low as $100 per year.

overage Highlights:

Bicycle Physical Damage: primary coverage for the cost to repair or replace the cycle (including ďŹ xed accessories and components) up to the policy limit, due to sudden, accidental direct physical loss or damage to the cycle. This coverage would apply if insured bicycle were to be involved in a collision, ďŹ re, theft, vandalism, or in the hitting of another object.

Coverage also includes protection while the bicycle is in transit (land or air) to & from any location in the United States or Canada, and protection when competing in triathlon or bicycle races.

INCLUDED COVERAGES AT NO EXTRA COST: Â&#x2026; 3FOUBM 3FJNCVSTFNFOU Â&#x2026; $PNQFUJUJWF &WFOU 'FF 3FJNCVSTFNFOU Â&#x2026; 4QBSF 1BSUT Â&#x2026; $ZDMF "QQBSFM Bicycle Liability: primary coverage for the injuries or property damage

(caused by the insured bicycle) for which the insured is held legally responsible. Coverage is offered at combined single limits of: $25,000, $50,000 and $100,000.

Specialty insurance Medical Payments: covers medical expenses of the insured cyclist if they for bicycles are injured while on the insured bicycle, regardless of fault. The following

per person limits are available: $1,000, $2,500, $5,000, $7,500, $10,000.

Vehicle Contact Protection: covers injuries if, while on the insured bicycle, UIF JOTVSFE JT TUSVDL CZ BO VOJOTVSFE PS VOEFSJOTVSFE NPUPSJTU "WBJMBCMF JO combined single limits of $10,000 or $25,000.

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Member Tips

Cycling means different things to different people. That is why, Markel Bicycle Insurance offers bicycle coverage customized for each individual cycle, and doesnâ&#x20AC;&#x2122;t provide one-size-ďŹ ts-all coverage. Policies are as low as $100 per year.

Is Your Agency Primed For Digital Ad Success?

Coverage Highlights:

Â&#x2026; Bicycle Physical Damage: primary coverage for the cost to repair or replace the cycle (including ďŹ xed accessories and components) up to the policy limit, due to sudden, accidental direct physical loss or damage to the cycle. coverageCherry, would apply if insuredChoice bicycle were be involved in a ByThis Kiescha Trusted AdtoManager collision, ďŹ re, theft, vandalism, or in the hitting of another object. Coverage also includes protection while the bicycle is in transit (land or air) The Trusted ChoiceÂŽ Freedom Campaign has been off to a to & from any location in the United States or Canada, and protection when great start since its implementation in January, using images competing in triathlon or bicycle races.

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the independent agentâ&#x20AC;&#x2122;s choose the right plan for INCLUDED COVERAGES AT NO ability EXTRA to COST: theirÂ&#x2026; 3FOUBM 3FJNCVSTFNFOU consumers. Â&#x2026; $PNQFUJUJWF &WFOU 'FF 3FJNCVSTFNFOU As part of the campaign, Trusted Choice dipped into digital Â&#x2026; 4QBSF 1BSUT advertising by purchasing a digital ad buy that offers online Â&#x2026; $ZDMF "QQBSFM visibility to potential consumers. The ad buy has targeted nearly Â&#x2026; Bicycle Liability: primary coverage for the injuries or property damage 800,000 consumers with various ads showcasing the Freedom

(caused by the insured bicycle) for which the insured is held legally Campaignâ&#x20AC;&#x2122;s creative material. responsible. Coverage is offered at combined single limits of: $25,000, $50,000 $100,000. So far,andthe campaign has delivered a total of 11,230,431

impressions andcovers 5,571medical bannerexpenses ad clicksâ&#x20AC;&#x201D;metrics that are right Â&#x2026; Medical Payments: of the insured cyclist if they on target with delivery expectations. Your ad, which will be are injured while on the insured bicycle, regardless of fault. The following tagged, placed and tracked by Trusted Choice will be placed per person limits are available: $1,000, $2,500, $5,000, $7,500, $10,000. on an ad network which consists of thousands of sites focusing

on â&#x20AC;&#x153;in market consumers.â&#x20AC;? the if,three-month campaign Â&#x2026; Vehicle Contact Protection: covers As injuries while on the insured bicycle, continues, those numbers will only grow. Each participating UIF JOTVSFE JT TUSVDL CZ BO VOJOTVSFE PS VOEFSJOTVSFE NPUPSJTU "WBJMBCMF JO agencysingle will limits receive a minimum of 800,000 impressions and combined of $10,000 or $25,000. approximately 400 banner ad clicks.

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flight of the buy, tentatively setmeasures to start inupSeptember See how an digital averagead Homeownerâ&#x20AC;&#x2122;s Policy to Markel 2014. For $3,000, participating agencies will enjoy placement of Average Markel customized banners, tagged with agency information, within Policy Coverage Homeownerâ&#x20AC;&#x2122;s Policy Bicycle Policy an online network consisting of hundreds of sites that focus on *OTVSFE BU 'VMM 7BMVF Not Likely Yes life events (health care, residences, finance, family and more). Crash DamageTier 3 of the MarketingNoReimbursement Program, Yes Through agencies will receive a $750 discount, bringing the totalYes cost to Theft Coverage Limited $2,250. 5IFGU "XBZ GSPN )PNF Limited Yes

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Coverage also includes protection while the bicycle is in transit (land or air) to & from any location in the United States or Canada, and protection when competing in triathlon or bicycle races.

Trusted Choice advertising manager, at 703.706.5443. u

Directory of Advertisers Advertiser

Accident Fund Insurance Co. ACUITY Allied Insurance/Harleysville Amerisafe AmTrust North America Applied Underwriters Arlington/Roe & Co. Atlas General Insurance Services Auto-Owners Insurance Bailey Special Risks, Inc. Berkley Southeast Insurance Group Brentwood Services Administrators Builders Mutual Burns & Wilcox CNA Insurance Consumers Insurance DocuSign Donegal Insurance Group EMC Insurance FCCI Insurance Group Grange Insurance Companies Guard Insurance Group Heartland Ovation Payroll INSBANK J.M. Wilson Johnson & Johnson Keystone Insurers Group MetLife Auto & Home Millennium Brokerage Group National Security Group North Alabama Insurance Penn National Insurance Preferred Comp/Meadowbrook Preferred Property Programs Progressive Securerisk South & Western Southern Cross Underwriters Summit Holdings Tennessee Underwriters, Inc.

Phone

(866) 206 - 5851 (800) 242 - 7666 (352) 384 - 4186 (866) 719 - 0267 (877) 528 - 7878 (877) 234 - 4450 (800) 878 - 9891 (877) 662 - 8527 (615) 373 - 5200 (800) 768 - 7475 (615) 932 - 5508 (800) 524 - 0604 (800) 809 - 4859 (800) 341 - 4844 (800) 251 - 5852 (615) 896 - 6133 (866) 219 - 4318 (770) 232 - 2272 x1370 (800) 239 - 2005 (800) 226 - 3224 (800) 422 â&#x20AC;&#x201C; 0550 (800) 673 - 2465 x4567 (901) 598 - 4829 (866) 866 - 4268 (800) 595 - 0063 (931) 704 - 0810 (800) 416 - 5498 (615) 812 - 4811 (800) 434 - 1992 (800) 239 - 2358 x267 (800) 824 - 1740 (800) 395 - 0518 (800) 755 - 8090 (888) 549 - 2465 (800) 274 - 4055 (770) 723 - 8096 (800) 492 - 5351 (800) 682 - 5263 (800) 971 - 2667 (615) 791 - 1400

Website

www.accidentfund.com www.acuity.com alliedinsurance.com harleysvillegroup.com www.amerisafe.com www.amtrustnorthamerica.com www.auw.com/us www.arlingtonroe.com www.atlas.us.com www.auto-owners.com www.bsrins.com www.berkleysig.com www.bwood.com www.buildersmutual.com www.burnsandwilcox.com www.cna.com www.ciusa.com www.docusign.com www.donegalgroup.com www.emcins.com www.fcci-group.com www.grangeinsurance.com www.guard.com/apply www.ovationpayroll.com www.insbanktn.com www.jmwilson.com www.jjins.com www.keystoneinsgrp.com www.metlife.com www.mbgnow.com www.nationalsecuritygroup.com www.nai1982.com www.pennnationalinsurance.com www.meadowbrook.com www.umbrellaprogram.com www.progressive.com www.securerisk.com www.southandwestern.com www.scui.com www.summitholdings.com www.tnund.com

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Thank you, agents. Auto-Owners has always been dedicated to the independent agency system and proudly standing behind the agents who represent us. We would like to thank you for your continued loyalty, which has helped us achieve tremendous growth and accomplishments over the years.

2500 21st Avenue South Suite 200 Nashville, TN 37212

PRSRT STD U.S. Postage PAID Nashville, TN Permit No. 380

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

Our agents set us apart. Business t Surety t Auto t Home