Suffolk Big Eye Jan/Feb 2013 Issue

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SUFFOLK Big Eye INDEPENDENT INSURANCE AGENTS & BROKERS OF SUFFOLK COUNTY

LEGISLATIVE DAY JANUARY 29TH INSIDE: Presidents Message.

This Is A Quiz March Meeting with Robert Hartwig CE Classes on Long Island.

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President’s Message President

David M. Borg nnn

Why belong to an association? Have you ever asked yourself this question.. Is it for the camaraderie and cocktails at the monthly meetings? Is it for the very informative information that the guest speakers disseminates ? Or it for the networking opportunities with vendors and company personal? Is it all of the above or none of the above? Of course there are many answers. It certainly isn't just to pay dues and say you belong to the association .... Or is it?... The multitude of things that happens behind the scenes is so broad that most members don't even realize them.

Besides the National level there are many State and Local association benefits and I am not talking about the products and services made available to us.

One of the more rewarding opportunities takes place late January every year and is known as L DAY, this is OUR opportunity to meet, sit, talk and break bread with our local legislators. AND they want to hear from us and listen to what we have to say. It is not a photo op (and there are plenty of those). Some of our dedicated members that have been making this annual trek to Albany for many years while others are new to the trip. I had the pleasure of

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the President’s Message cont’d seeing how the newness of formality merges into acquaintances and then friendship as many of our members have come to know our legislators not only as politicians in Albany but as friends, associates and neighbors.

Excuses aside, it is and will be the best investment of your time and worth even minute. Time well spent to secure your future. Make a commitment, even if just once, to discover for yourself what happens in Albany.

David M Borg CPCU, ARM CIC, CRM President

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Trust IAAC For Your E&O Needs.

KNOWLEDGE & SERVICE IAAC’s dedicated professional staff understands the competitive E&O environment in our state. Experience, market knowledge, and a commitment to customer service ensure you receive the attention you deserve for this important protection.

STABILITY • • •

“A” rated carriers Serving Big “I” members for 25+ years Consistency of policy terms & coverage

LOSS CONTROL TOOLS & REWARDS • • • • • •

Policyholder credits available E&O seminars & webinars Newsletters Agency audit tools Virtual Risk Consultant (online sales, operation & exposure reference) Risk Management website

MARKETS • •

Access to two largest providers in marketplace: Westport & Fireman’s Fund Other admitted & non-admitted

PRODUCTS • • •

Agents E&O, Excess E&O EPLI Misc. professional

Board of Directors VICE PRESIDENT

TREASURER

SECRETARY

JOANNE BENTIVEGNA,

PAULETTE KATZ, CIC

JOHN V. STYPE, CIC

IMMEDIATE PAST PRESIDENT EARL EATON

CIC, CRM

Directors DAVID H. BORG, CISR dhborg@borgborg.com

ERIC KEIFFERT, CPCU ekeiffert@hometowninsurance.com

RICHARD DE LA SOTA, CPCU rdelasota@mrwgroup.com

MICHAEL J. ROMEO LL, CIC mjromeo@industrialcoverage.com

JOHN J. GLENNON john@glennoninsurance.com

LAURA SENN, CIC laura.senn@peoples.com

JOSEPH A. GUNDERMANN, AAI jgundermann@gundermann.com

AARON STEIN, CPCU, CFP aaron@nortonsiegel.com

Publication Staff EDITOR: Don Hester PRODUCER: Aaron Stein NEWSLETTER COMMITTEE: Aaron Stein, Joanne Bentivegna, David H. Borg, Pat Calvert Eric Keiffert and Jeanne Abatelli.

AD SALES/SPONSORSHIPS: Jeanne Abatelli - info@suffolkagents.com

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THIS IS A QUIZ See how well you score!

by Don J. Hester

Editor

1.There is no problem with the triggers used for Hurricane sandy losses.

2.Very few people were bothered by large windstorm deductibles.

3.The residential and commercial markets are readily providing coverage within a mile or two from the coasts of long Island 4.Insurance Dept [DFS} is actively promoting deductible buy down by home owners at actuarial costs

Don Hester nnn

5.Unlicensed Contractors ,unable to afford insurance due to scaffold laws don’t exist 6.Licensed Contractors with insurance face unfair competition from out of state contractors because of scaffold laws.

7.Most Legislators and their aids don’t get personal visits from Independent Agents in Albany or at their District offices 8.Most agents don’t want to take the time to go to Albany and lobby 9.Suffolk agents attend in significant numbers compared to the rest of the State

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10.Those that did attend hope that those who didn’t go to Albany to lobby will spend 15-20 minutes to call their representatives local office and discuss their opinions of the insurance industry 11.Last but most important question of all: Did You attend L day?

ANSWERS 1.TRUE Sandy wasn’t a HURRICANE so most escaped the 2-3-5% problem 2.TRUE? 3.FALSE but some say the market is handling. It ok . have you told your legislator?

4.FALSE and working off the books hurts everyone Have you mentioned the problem to your legislator?

5.True 6.True 7.True [but with a little effort by every member reading this this can be changed!]

8.That depends on you 9.True 10.This requires multiple answers as TRUE 11.I sincerely hope you did and if not you will be able to answer True next year !! These were some of the topics we discussed. If they apply to any of your customers you need to let the legislators know too.

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Legislative Day January 29, 2013

NextGen at L-Day 11

A competitor by day…mentors by night…”Trifecta of Sales” John J. Glennon

It’s hard to believe that independent agents would volunteer their time to share the secrets of their success with their direct competition but that’s exactly what happened. I think it’s a testament to the independent agents desire to have our system succeed and their overall good nature.

The night was led by Joanne Bentivegna, CIC, CRM the self proclaimed “insurance geek”. Joanne is by no means a pushover. She leads her agency in new business sales and has a very impressive account rounding record.

The panel was made up of agency principals and association leaders whom all have extensive insurance backgrounds.

Rich de la Sota, CPCU is a well oiled machine with years of sales management experience and professional sales training. Rich explained the importance of attaining professional sales training, keys to prospecting, focusing on sales goals and measuring your sales representative’s results.

Thomas A. McCaffrey, CPCU emphasized knowing your product, delegating duties in your office and identifying opportunity when reviewing a policy for a prospect. He explained that identifying an opportunity wasn’t always a strategy for saving money but spotting a flaw in the prospects current insurance program. The result was selling a more expensive policy to a new client and gaining their trust.

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A competitor by day…mentors by night…”Trifecta of Sales” con’t

Jane Leslie Besser led the conversation on account rounding and the importance of utilizing agency staff to motivate clients to bundle products.

She shared many priceless tips from her years as an agency leader.

Aaron Stein, CPCU, CFP who in is own right leads most IA’s in the social networking arena, believes niche marketing can open the door to new opportunities and offers his clients a high level service which he branded as “concierge level service”.

These Agency veterans selflessly shared their marketing and client relations experience with everyone in attendance. Although we may compete daily, the continued growth and sustainability of independent agents is a compelling reason for us to band together within the association to learn from each other. It was a well attended event with many questions answered, thought provoking discussions and even some jabs exchanged between a few agents fortunate enough to have father and son agencies. It was a beneficial night for all those who attended.

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the Editor’s Feedback

by Don J. Hester

Editor

Don Hester nnn

The Department of Financial Services issued a seventh amended order on Feb. 12, 2013, regarding the moratorium on cancellations and nonrenewal for ZIP codes in certain designated counties affected by Storm Sandy. This seventh amended order extends the moratorium for an additional 14 days to Feb. 27, 2013. With the multiple moratorium notices issued by the DFS after Sandy that prohibited the termination, cancellation or nonrenewal of any "covered policy” people who were unable to get mail were protected. I was amused to hear that one major carrier with numerous losses in the affected areas found that not one of the claim checks sent didn’t get through. Is the reason for these moratoriums to keep people from losing coverage because they didn’t get billings via the mail OR a social benefit to give free insurance protection at no cost to the government?

I would be curious to know if there are new claims being generated during this moratorium period for policies that would otherwise have been cancelled.

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the Editor’s Feedback con’t

While criticizing carriers for their sometimes insensitive cancellations during a period when customer contact was restricted ,justifiably requiring intervention with a moratorium, I wonder how long the continued extensions can be justified . Is it because the customers are displaced, can’t be reached or a type of State dictated welfare at the expense of the companies?

We are afraid to speak out about coastal market restrictions, push for cancellation restrictions by zip code or policy wind storm limitations or deductible buy downs being offered. “It might cause the industry to withdraw from the market”

What effect does the State think this ongoing cancellation moratorium will have?

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PMC Insurance Group PMC Insurance Group is IIABNY’s endorsed unsupported workers’ compensation wholesaler whose sole focus is providing innovative work comp solutions to retail agents and brokers.

Benefits t t t t t

Workers’ compensation specialists Ability to write premiums from $2000 with no maximum A.M. Best rated “A-” or better carriers Experience mod range of .70 – 1.80 for accounts under $100,000 in premium with no maximum on $100,000+ accounts Ability to write in all states

Broad Class Appetite including t t t t

Construction Trucking Hospitality Property Management

Niche Programs including Contact Bob Jones, PMC Vice President P: 781-449-7744, Ext:180 M: 440-313-5002 E: rjones@pmcinsurance.com

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Health Care Services: Visiting Nurse Care, Hospice, Assisted Living, and more Temporary Staffing: Medical and General Industry Waste Haulers Housing Authorities

Markets t t

NY Markets: Chartis, AmTrust, ACE, Hartford National: Chartis, ACE, AmTrust, SeaBright, BerkleyNet, Hartford

PMC PayGo (available through PMC Insurance Group & Ovation Payroll) t t t t t t

Provides your clients a convenient and simple solution for paying workers’ compensation through a payroll deduction based on actual payrolls.

Flexibility: Broadest range of classes in the pay as you go industry Reduces or eliminates final audit surprises: premiums are paid on actual rather than estimated payrolls Cash flow management: low down payments with payment terms extended through the policy year Easy payroll setup Value added service to your clients

5784 Widewaters Parkway, 1st Floor, Dewitt, NY 13214 P: 800.962.7950 F: 888-432-0510 www.iiabny.org

Pryor Personnel Agency Inc. The Insurance Specialist since 1970 local, National and International Recruitment www.ppryor.com ppryor1578@aol.com

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Downstate Legislative Forum

by Ron Brunell, CIC

Guest Writer

Ron Brunell, CIC nnn

On Wednesday February 6th Downstate held its annual Legislative Forum at Chateau Briand in Carle Place. Attendance was once again good.

Downstate has over the past few years under the leadership of Earle Eaton, involved into a new role, one which I believe goes back to its inception over 80 years ago. New York State is a larger state with different issues effecting different parts of the state. When Downstate was formed it was to deal with the different legislative issues effecting the downstate region. Over the years, downstate agents were less concerned with farming issues effecting upstate territories and more concerned with Urban & costal issues which effected “Downstate”.

The new role of Downstate is to hold a legislative forum once a year, & bring the lobbyists from the three producer group trade associations together to discuss the “downstate issues” affecting the territory and see if we can form a common goal of attack. This has proved to be VERY successful. Several years ago at this meeting CIB &

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Downstate Legislative Forum con’t

by Ron Brunell, CIC IIABNY agreed to join forces and fight “Producer disclosure 194”.

This year Jill Muratori, IIABNY lobbyist, Matthew Guilbault, Esq, PIANY director of Government & Industry Affairs & Tom Faist Esq, CIBGNY lobbyist, agreed to sit on a panel moderated by Stephen Acunto, Editor & Publisher of the Insurance Advocate. Stephen did a great job firing questions to the panel on Workers Compensation issues, 240 & 241 labor law issues, & Super storm Sandy issues. The interesting outcome is that all three trade group lobbyists pretty much agree on these issues and the approach as to how to attack them is very similar. Many good questions were generated from the audience and answered.

Everyone that attended felt fulfilled and informed by this wonderful panel. Dinner followed the program as well.

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Benefits of the NextGen

By David H. Borg

There are many associations within the insurance industry and each has their purpose. As the generations before us moves on to bigger and better things, the NextGen is more important than ever. Our focus is to help young insurance agents and company personnel network to form long lasting relationships, which can benefit everyone along their career.

NextGen has been growing in New York to include over 500 active members. Strength of our numbers and commitment can be seen in their InsurPac contributions and their participation at the local and state level.

Our youthful organization provides a great opportunity for young agents to meet and discuss many facets in the insurance industry. Young professionals are able to converse about different situation and learn from each other’s experiences. Another perk of the being a NextGen member is expanding your ability to do business. As a NextGen member myself I was personally able to find alternative markets for new and existing clients that I would not have otherwise had access too.

Young agents are also exposed to other aspects of this business such as underwriters, claims adjustors, restoration companies, and public adjustor just to name a few. They are able to see the many moving parts that make up the entire industry outside of their office, which in turn helps them communicate the different processes to their clients.

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Benefits of the NextGen con’t

The insurance industry is constantly shifting and growing to meet our client’s needs and it is equally important to give then next generation the tools, connections, and foresight to help the consumer. The NextGen is focused on preparing tomorrows leaders, today.

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RLI Home Business Insurance

Nearly 45 Million People Work From Their Home

Many homeowners policies exclude business-related practices and those that do offer coverage may provide very limited coverage options.

IIABNY Offers Members a Solution For Their Clients

RLI’s Home Business Insurance Policy offers an excellent coverage solution and recommending it limits your E&O exposure. Affordable premiums (starting at $154) combined with a stand alone policy make it ideal for many retail & service businesses operated out of the home. t t t t t t t

10% commission on new & renewal business RLI has an “A+” (Superior) rating by A.M. Best Broad coverage with off premises theft included General liability coverage up to $1 million Loss of business income protection up to 12 months available Provides coverage for temporarily off premises with certain guidelines No minimum volume requirements, no access fees

For more information on how you can offer this coverage to your clients, contact IAAC, Inc. (IIABNY’s Membership Services Division) by e-mailing Deb Reitz at dreitz@iiabny.org or call 800-962-7950, ext. 225.

RLI Stand Alone Personal Umbrella is here to help!

Have any of your personal lines carriers nonrenewed personal umbrella policies in the last year if they do not write BOTH the underlying homeowners and personal auto policies?

Don’t open yourself up to an E&O claim or worse yet, leave your clients with a coverage gap...protect yourself and your clients with an RLI Stand-Alone Personal Umbrella.

UM/UIM Coverage Available No minimum volume requirements No access fees 10% commission on new and renewal (8% commission for PUP Special) Provides up to $5 million of coverage Does not require or desire underlying policies RLI is admitted and A.M. Best “A+” rated For more information on this program, please visit www.iiabny.org or contact Lexie Dumont 800-962-7950, ext. 248 ldumont@iiabny.org Denise Brown-Carter 800-962-7950, ext 246 dcarter@iiabny.org

www.iiabny.org

Name Change Announced for North Sea Insurance Company

Lancer Insurance Group Companies are pleased to announce the name change of North Sea Insurance Company (NSIC) to Lancer Indemnity Company.

The name change allows the company to more closely align itself as part of the Lancer family, and build on its reputation for effectively responding to the needs of its producer network and policyholders.

“Though our name has changed, the manner in which we do business will not,” said Lancer Indemnity Executive Vice President and Chief Operating Officer Bob Boyle. “Our producers and policyholders will be working with the same great team of employees they have come to know and rely upon, and we look forward to serving them with the same devotion and quality which they have come to expect from us.”

Lancer Indemnity Company, a member of the Lancer Insurance Group headquartered in Long Beach, NY, provides retail producers a financially sound and competitive market for their small to medium-sized clients’ Commercial Package, Flood, General Liability and Property insurance coverages.

For more information about Lancer Indemnity Company, please visit www.lancerinsurance.com/clp.html.

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SAVE THE DATE!!!

Join us at our

ANNUAL CHARITY EVENT Honoring Richard & Evan Bower The B&G Group for their numerous years of support and dedication to our organization and our charities

Casino * Chinese Auction * Silent Auction * Dancing Buffet Dinner and Open Bar

Wednesday, March 20, 2013 Time: 6 p.m. – 10 p.m.

Place: Woodbury Country Club Jericho Turnpike, Woodbury, NY PROCEEDS WILL BE DONATED TO THE NASSAU COUNTY COALITION AGAINST DOMESTIC VIOLENCE AND THE LONG ISLAND SPECIAL OLYMPICS

Come join us for an Extraordinary evening of Networking, Fun, and supporting your Community!!!

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Narragansett Bay Receives Company of the Year Award from Council of Insurance Brokers of Greater New York

The Narragansett Bay Insurance Company received the Council of Insurance Brokers of Greater New York’s (CIBGNY) 2012 Company of the Year Award at a ceremony last Friday, February 15th.

The board of directors of the CIBGNY presents the annual award to an individual or organization that has provided a lifetime of achievement in the insurance industry or has been a stable, consistent entity that benefits brokers, agents and policyholders in New York. The council is a group of brokers and agents, representing downstate New York.

With over 37,000 policyholders in New York, Narragansett Bay has provided essential coverage for New York agents and homeowners who had been limited in their options for homeowners insurance on or near the coast.

“The Narragansett Bay Insurance Company is honored and humbled to receive the Council of Insurance Brokers’ prestigious annual award,” said Todd Hart, the company’s chief executive officer. “The award demonstrates Narragansett Bay’s commitment to its policyholders, brokers and agents.”

Past recipients of the award include Rudolph Giuliani, former New York City mayor; the Tower Group Companies, one of the 50 largest providers of property and casualty insurance products and services in the United States; and GMAC Insurance, a national provider of insurance products.

Narragansett Bay received its award at a ceremony on February 15 at the El Caribe in Brooklyn, N.Y., when the council also inaugurated its incoming administration. The event was attended by over 300 brokers, agents, vendors and support staff of various companies.

Narragansett Bay, which issued its 100,000th policy last year, takes a unique approach to homeowner’s insurance. NBIC provides each new policyholder with an in- home ShelterPride® appraisal, which is a personalized interior and exterior survey that helps ensure the customer has the correct amount of coverage based on replacement cost, is aware of critical safety risks and receives all deserved credits.

Using industry leading underwriting analytics and cutting-edge technology, Narragansett Bay offers agents and consumers in the middle market a higher level of customized service. Narragansett Bay is licensed to provide homeowners coverage in New York, New Jersey, Massachusetts, and Rhode Island.

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Note your calendar now to attend this big event. ********************************** INDEPENDENT INSURANCE AGENTS AND BROKERS OF SUFFOLK COUNTY ANNUAL GOLF OUTING will take place on MONDAY, June 25, 2012 At the Beautiful Port Jefferson Country Club at Harbor Hills!

Details to Follow Shortly

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Earn CE From Your

Desk!

IIABNY Web CE is Here Login, listen, and learn from your own desk — all you need is a computer and Internet connection!

• • • • • •

Web CE courses are approved for continuing education credit by the NYS Insurance Department No test is required Online registration only Each participant must purchase their own seat and view from his/her own computer in order to earn CE credit Random attendance checks will be conducted Acknowledgement of attendance form must be completed

New Web CE classes are constantly being added so check the latest availability at

www.iiabny.org/edcalendar

Independent Insurance Agents & Brokers of New York, Inc. 5784 Widewaters Parkway, 1st Floor, Dewitt, NY 13214 • 800-962-7950 • www.iiabny.org

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View Your IIABNY CE History On Our Website www.iiabny.org

t Print (or Reprint) Your CE Certificates t See Course Approval Numbers t CE Credits Earned t Dates of Classes Taken t Individual & Company Reports All available through “My IIABNY�

t -FUT ZPV BDDFTT ZPVS BDDPVOU 24/7, 365 EBZT B ZFBS t 4JNQMZ HP UP www.iiabny.org BOE DMJDL PO UIF i.Z **"#/:w JDPO t -PHJO DMJDL iCE Report Listw JU T UIBU FBTZ

Big “I” CE Classes on L.I. IIABNY SEMINAR CALENDAR – First part of 2013 held in Suffolk, Nassau, Queens and NYC. The following seminars will be held at Belfor Restoration in Ronkonkoma, NY unless noted otherwise.

3/12/13 5/21/13 6/12/13

Hacked? You Can’t Hide Now……………………….….(1/2 day-am) E&O LIVE ………………………Hauppauge Hyatt… (half day-am) E&O Video ……………………….…Location TBA …(half day-am)

The following seminars will be held at Four Points Sheraton in Plainview(Pl) or LaQuinta Inn & Suites in Garden City (GC).

3/05/13 3/13/13 3/19/13 3/19/13 3/28/13 4/02/13 4/11/13 4/26/13 5/16/13 6/04/13 6/12/13 6/18/13

Agency Mge Tools & Processes AAI-83-Seg C Pl (full day) Hacked? You Can’t Hide Now……………………….GC (1/2 day-am) New ISO Homeowners policy…………………………Pl (1/2 day-am) Digging Deep for Personal Lines Answers…………...Pl (1/2 day-pm) Personal Auto (ACSR Mod 2)…………………………Pl (full day) Insurance Production Environment (AAI-83-Seg B Pl (full day) Professional Development (ACSR Mod 5)………...…Pl (full day) NYAIP Producer Procedures……................................Pl (1/2 day-am) Life Insurance………………………………………….Pl (full day) NY Health Benefit Exchange………………………….Pl (1/2 day-am) E&O Video..……………..……….NYIT, Old Westbury (half day-am) Agency Management (AAI-83 Seg A)………… ……Pl (1/2 day-am)

The following seminars will be held at Belfor Restoration, Maspeth, Queens 4/05/13 4/16/13

NYAIP Producer Procedures………………………..…(half day-am) Hacked? You Can’t Hide Now…………………….… ..(half day-am)

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Big “I” CE Classes on L.I. con’t The following seminar will be held at Swiss Re in NYC 5/22/13 6/12/13

E&O LIVE …………………………………………....(half day-am) E&O Video………………………Location TBA……..(half day-am)

For a complete schedule and registration form, log on to www.iiaany.org. Go to the ‘Education’ link and click ‘Ed Calendar. For more information, call IIABNY’s Education Department at 1-800-962-7950.

For a complete schedule, log on to www.iiabny.org Highlight the ‘Education’ link and select ‘Education Calendar’. Registration forms are also available on line, or call IIABNY’s Education Dept. at 1-800-962-7950.

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Pryor Personnel Agency Patricia Pryor Bonica 147 Old Country Road Hicksville, NY 11801 Phone: 516-935-0100 Fax: 516-931-7842 Email: ppryor1578@aol.com

NIF Group Michael Orlando, Nancy Williams 30 Park Avenue Manhasset, NY 11030 Phone: 516-365-7440 Fax: 516-496-7356 Email: nwilliams@nifgroup.com www.nifgroup.com

RESTORATION SERVICES Belfor Property Restoration Gary J. Alexander 60 Raynor Ave. Ronkonkoma, NY 11779 Phones: 631-471-3131 x121 Fax: 631-471-2905

Quaker Special Risk Camille Windler 226 5th Avenue, 4th Flr. New York, NY 10001 Phone: 516 428 0716.

Fax: 732-223-9072 Email: salesattkr@aol.com Brian Botwinick Eatontown, NJ Toll Free: 800-447-4180 Email: bbotwinick@qsr-insurance.com

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SUFFOLK Big Eye INDEPENDENT INSURANCE AGENTS & BROKERS OF SUFFOLK COUNTY

IIABSC 150 Dartmouth Dr. Hicksville, NY 11801

Contact Us: info@suffolkagents.com

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