Capital RAP Program book

CAPITAL Oct. 25

RAP 2022 Capital Center, Albany, NY

Program book

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2022 Capital RAP program book

LOV_CAPITAL RAP 2022.qxp_Layout 1 8/18/22 8:07 PM Page 1

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2022 Capital RAP program book

Table of Contents Award Winner ������������������������������������������������������������������������������������������� 7 Capital RAP Committee ������������������������������������������������������������������������8 Education �������������������������������������������������������������������������������������������������10 Event Sponsors ������������������������������������������������������������������������������22–23 Exhibitors �����������������������������������������������������������������������������������������25–26 Keynote Speaker ������������������������������������������������������������������������������������� 7 Schedule �����������������������������������������������������������������������������������������������������6

Advertiser’s Index BELFOR Property Restoration ���������������������������������������������������������12 Berkshire Hathaway GUARD Insurance Cos. ���������������������������������� 17 Defensive Driver’s Discount ���������������������������������������������������������������12 Dryden Mutual Insurance Co. . �������������������������������������������������������������15 Eastern Mutual Insurance Co. .. �����������������������������������������������������������15 Emery & Webb Insurance ��������������������������������������������������������������������16 Erie and Niagara Insurance Association ����������������������������������������19 Foremost Insurance Group ������������������������������������������������������������������ 20 Great American Insurance Group - Property & Inland Marine �� 29 Highview National Insurance Co. ��������������������������������������������������������� 20 Kemper ����������������������������������������������������������������������������������������������������������13 Lovell Safety Management Co., LLC �������������������������������������������������2 Marshall & Sterling Insurance ���������������������������������������������������������������9 Mohawk Insurance Services Inc. ���������������������������������������������������������4 NYCM Insurance ���������������������������������������������������������������������������������������9 Preferred Mutual Insurance Co. . �������������������������������������������������������12 SAN Group �����������������������������������������������������������������������������������������������27 Statewide Underwriting Services �������������������������������������������������������9 Sterling Insurance Group ��������������������������������������������������������������������14 XS Brokers �����������������������������������������������������������������������������������������������18

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2022 Capital RAP program book

MOHAWK

INSURANCE SERVICES, INC.

FAR REACH, DEEP ROOTS

MOHAWK INSURANCE BRINGS GLOBAL EXPERTISE TO YOUR DOORSTEP. Founded in 2022, Mohawk Insurance Services brings more than 100 years of combined insurance experience to service businesses, organizations, and individuals throughout New York and across the nation. We represent the leading regional and national insurance companies, providing our clients with the most comprehensive coverage, price, and service options available in the marketplace.

With experienced team members in global partnerships and complex policies, we're determined to find the best solutions for businesses big and small.

Congratulations to Keynote Speaker DARREN T. MCBURNETT Vice President, GLOBAL RISK ADVISOR

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317-441-7445

Mcb@mohawkinsurance.com

www.mohawkinsurance.com

2022 Capital RAP program book

CAPITAL Oct. 25

RAP 2022 Capital Center, Albany, NY

Welcome to the newest premier insurance event in Albany—Capital RAP!

Dive into relevant and informative education topics. Explore the latest services and tech at the trade show. And, network with the best in the industry at the keynote luncheon.

Thanks for attending!

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2022 Capital RAP program book

Schedule Tuesday, Oct. 25 7 a.m. - 3 p.m.

8 - 10 a.m.

9 a.m. - 12:30 p.m.

PIA Registration Desk Open Education Session: Applying Ethics & Diversity to Risk Assessment John Fear, CISR, CPIA Trade Show Open with Continental Breakfast —Exhibitor & Major Door Prize drawings

12:30 - 2 p.m.

Keynote/Awards Luncheon Featuring: Darren McBurnett Retired Navy SEAL —Newly elected PIANY President David L. Sidle, CIC, CPIA —Distinguished Insurance Service award presentation to Ed Gentile III, CPRM, AINS

2:15 - 5:15 p.m.

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Education Session: E&O: Recommending At Least Full Coverage John Fear, CISR, CPIA

2022 Capital RAP program book

Keynote Speaker Darren McBurnett, Retired Navy SEAL

D A R R EN DARREN MCBURNETT M C BUR N ET T Retired Navy SEAL

Darren McBurnett “McB,” SEAL (Ret.), is an accomplished speaker and motivator, who has presented to companies and groups including CDW, Budweiser, Rite-Aid, Walk-Ons, Albany Road Real Estate Partners, Founders Brewing Company, Hilton Hotels, BMO, National Quarterback Club, Fidelity Investments, Arbor Pharmaceuticals, and more. McBurnett also is proud to be an ambassador and executive speaker for several military and family-based nonprofits. His message is not only motivational and inspiring on a corporate level, but it also promotes individual and personal growth—how to navigate in an ever-changing adverse environment in which critical decision-making and leadership skills are vital for success. His multimedia presentation highlights the untapped potential and Never Quit drive that is the cornerstone of Navy SEAL success, and it shares the defining characteristics that promote leadership and sacrifice in the SEAL Teams.

Award Winner Distinguished Insurance Service award Edward Gentile III, CPRM, AINS, Emery & Webb Inc. Ed Gentile, executive vice president at Emery & Webb in Fishkill, N.Y., has held this position since he entered the agency-side of the business in 2012. Currently, he oversees the agency’s Personal Insurance and Life & Employee Benefits divisions. He maintains carrier relationships, leads the agency’s mergersand-acquisitions efforts, builds the agency customer-experience and new-business-acquisition strategy, and serves on various agency councils and boards. His insurance career began at Progressive Insurance in 2005, at which he held various positions in sales & marketing. He is completing his CIC designation and he already has earned his AINS and CPRM designations.

He is the president of his BNI Chapter in Fishkill; and he is an active member of the Dutchess County Regional Chamber of Commerce, where he sits on both the Business Education and Health & Wellness Committees. He is a proud supporter and volunteer of the Sparrow’s Nest Charity, which provides meals for families of cancer patients throughout the Hudson Valley.

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E D WA R D EDWARD GEN T l LE ll GENTILE IIIl CPRM, AINS

2022 Capital RAP program book

2022 Capital RAP Committee Chairman:

Richard Andrews, LUTCF Andrews Agency Inc.

Vice Chair:

Peter Buccinna XS Brokers

Members:

Raymond J. Gillis Sr., FIC, FICF Fire Mark Insurance Agency Inc. Jenn Howse-Byrne Preferred Mutual Insurance Co. Yvonne McCrea Marshall & Sterling Insurance Bruce Rowledge Rowledge & Falvo Insurance Michael Santore Michael Santore Insurance Chris Schmitz Jencap Specialty Insurance Services Fran Scott FA Scott Insurance Agency Benjamin Ward Iroquois Northeast

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2022 Capital RAP program book

Congratulations Ed Gentile,III, CPRM, AINS 2022 Distinguished Insurance Service award Your friends at

A Sincere Congratulations From Your Friends at Marshall & Sterling

Ed Gentile, III, CPRM, AINS Distinguished Insurance Service Award

Well Deserved!

Insurance Made for New York Congratulations Ed Gentile!

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2022 Capital RAP program book

Education

John Fear, CPIA, CISR John Fear has worked in the independent agency profession for more than 20 years in a variety of roles and business areas. He works with companies, associations and individual agencies in the areas of agency operations, process improvement and sales proficiency to provide outstanding service for their clients.

JOHN JOHN FEAR, FEAR, CISR, CPIA

8 - 10 a.m.

Applying Ethics & Diversity to Risk Assessment Recognize Unconscious Bias and Counteract it Approved for 2 NYCE credits. Applicable to ALL licenses. NYCR-273606 Sponsored by: Excess Line Association of New York

If you have ever said, “I don’t see color” or “I treat everyone equally,” you may have been displaying unconscious or implicit bias. Becoming aware of how the various forms of this behavior can creep into our personal and professional interactions will help to minimize their impact on decisions we make. Developing an awareness of the various biases and ways to eliminate them from our interactions with staff members, clients and prospects, will reduce the errors and omissions potential during various risk assessment processes.

2:15 - 5:15 p.m.

E&O: Recommending At Least Full Coverage^FF^UN Education Leads to Understanding with Your Clients Approved for 3 NYCE credits. Applicable to ALL licenses. NYCR-273605 Sponsored by: Kemper

One of the insurance industry’s greatest obstacles is how clients think their insurance will protect them should they need to file claims versus the reality of the actual coverage. The acknowledgement of this issue creates an opportunity for agents to update client information and add value to individual accounts through a thoughtful and methodical review process, which will help to overcome this knowledge gap. We will examine the most common exposures and how a systematic process can help agents respond to possible gaps in coverage and minimize their agency’s errors-and-omissions exposure(s). We will discuss some of the most effective methods in both uncovering these issues as well as how to position solutions to meet client’s needs. ^FF^UN–This course has been approved for E&O loss-prevention credit by Fireman’s Fund and Utica National. Call the PIA E&O Department for details.

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2022 Capital RAP program book

Employee Benefits for Insurance Agencies Let the PIA Members’ Choice group benefits program take care of your agency.

Medical Dental/vision LTD with Reliance Standard Term life with Reliance Standard

PIA’s curated programs for member agencies and brokerages feature carrier selection, flexible coverage, top-notch customer service, and claims assistance when you need it.

Get your quote today! (800) 424-4244 | memberservices@pia.org

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2022 Capital RAP program book

ASSURANCE FOR INSURANCE Fast and Knowledgeable Claims Support • Excellent Service and Communication

DISASTER RECOVERY AND PROPERTY RESTORATION FIRE•WATER•STORM•MOLD

24-Hour Emergency Services Smoke & Soot Removal • Water Extraction • Mold Removal • Debris Removal Decontamination • Reconstruction • Contents Restoration • Document Recovery

BELFOR ALBANY

2 Industry Drive, Waterford, NY 12188 518.320.8333 • 877-881-3030

If you would like to affiliate with our company and become an instructor to teach our Defensive Driver’s Discount class, please give us a call at 914-921-4560. We would love to have you work with us!

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2022 Capital RAP program book

Kemper Personal Insurance Sends Best wishes and Congratulations to

Ed Gentile, III, CPRM, AINS He is a dedicated leader and a true partner. This is welldeserved recognition for many years of service to the Insurance Industry and Independent Agents.

Best Wishes and congratulations!

From, Your friends at Kemper

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2022 Capital RAP program book

Sterling Insurance Group Rated A (Excellent) by AM Best

to our friend and agency partner

Ed Gentile at Emery & Webb Recipient of the Capital RAP Distinguished Insurance Service Award!

We appreciate your business and continued support!

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2022 Capital RAP program book

Proud Supporter of PIA

Eastern Mutual Insurance Co. “Serving our upstate New York neighbors since 1855”

6504 State Route 32, Greenville, NY 12083 (518) 966-4491 | www.easternmutual.com

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2022 Capital RAP program book

EMERY & WEBB, INC. Proudly Supports Professional Insurance Agents of New York Congratulations to the 2022 Capital RAP Distinguished Insurance Service Honoree

Edward G. Gentile III, CPRM, AINS From your team at

989 Main Street Fishkill, NY 12524 Tel: (845)896-6727 www.emerywebb.com 16

2022 Capital RAP program book

AmGUARD • EastGUARD • NorGUARD • WestGUARD

The security you need.

The name you trust.

OUR PRODUCTS Businessowner’s Commercial Auto Commercial Package Homeowners Professional Liability/E&O Workers’ Compensation

Proud to Support PIA of New York!

Pay-As-You-Go options with hundreds of payroll partners!

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states. Visit www.guard.com/states/ to see our current product suite and operating area.

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2022 Capital RAP program book

Proud Sponsor of

PIANY CAPITAL RAP

MISTY D. QUAIL

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contact

PETER BUCCINNA

Executive Vice President, Business Development

Vice President, Business Development

518. 378.8441 | mquail@xsbrokers.com

518. 567.5645 | pbuccinna@xsbrokers.com

2022 Capital RAP program book

Proud Supporter of PIA and the 2022 CAPITAL RAP

8800 SHERIDAN DRIVE, WILLIAMSVILLE, NY 14221 www.enia.com 19

(800) 234-9876 2022 Capital RAP program book

A BETTER INSURANCE EXPERIENCE® Foremost® – A Farmers Insurance® Company offers a robust product suite! Deliver A Better Insurance Experience with Foremost Choice® Property & Casualty and Foremost SignatureSM Auto & Home.

Learn more at ForemostAgent.com

Not all products, coverages and discounts are available in all areas. 9023645 11/22

Building a Mutually Beneficial Partnership We partner with brokers to provide a better worker's compensation coverage experience to the insured.

Staying close to the brokers and insureds

Customizing insurance policies

Identifying fraudulent claims and denying them aggressively 845.363.0500

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Visit our booth, we've got a gift for you.

Enhancing claims management

Adapting to the fast-changing marketplace

info@highviewnational.com

Strategizing on minimizing risk exposure

Collaborating effectively with our mutual clients

highviewnational.com

2022 Capital RAP program book

We’ll Navigate Your

E&O Coverage

You Focus on Business

PIA is here to help you navigate through uncertain times, so let’s make sure you have great errors-and-omissions coverage at a competitive price.

Why PIA Is the Best Choice for E&O • Our professional liability and cyberliability programs are designed for your agency’s needs and risk exposures • Critical coverage options—especially important when many agents are working remotely • Top-rated, stable E&O carriers • Experience & expertise from our team

Get Your Quote Call (800) 424-4244, ext. 408 | Web www.pia.org

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2022 Capital RAP program book

Sponsors Central Co-operative Insurance Co. Digital Gift Cards

Emery & Webb Insurance Keynote/Awards Lunch

Excess Line Association of New York Education Session

Foremost Insurance Group Gold Host

Franklin Mutual Insurance Lunch Table Programs

The Hanover Insurance Group Major Door Prize

Iroquois Northeast Charging Station

Kemper Education Session, RAP Event Host

Kingstone Insurance Co. Continental Breakfast 22

2022 Capital RAP program book

Sponsors Lancer Management Co. Tote Bags

Mohawk Insurance Services Inc. Platinum Host

NYCM Insurance Gold Host

Preferred Mutual Insurance Co. Major Door Prize

SAN Group Luncheon Table Flowers

Sterling Insurance Group Badge Lanyards

Utica National Insurance Group Meeting Refreshments

Vermont Mutual Insurance Group RAP Event Host

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2022 Capital RAP program book

Grow your book of business— offer the protection of Hartford Flood

Exclusive online access for PIA members—Personal & Commercial Flood policies • Competitive commissions for PIA members • Multi-rater quoting system • Certified & accurate flood zone determinations • Dedicated sales director assigned to your agency

Get started—contact The Hartford today.

CT/NY—Art Brickley | (860) 547-2190 | a.brickley@thehartford.com NJ—Cheryl A. Maginley | (860) 547-5007 | Cheryl.Maginley@thehartford.com VT/NH—Michele Battis | (704) 972-5918 | Michele.Battis@thehartford.com The program is available to PIA members and their policyholders in all 50 states, the District of Columbia and Puerto Rico, and offers special PIA member commissions starting with the first sale (no minimums to qualify).

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2022 Capital RAP program book

Exhibitors Applied Underwriters www.MoreToLove.AUW.com BELFOR Property Restoration www.belforusa.com Berkshire Hathaway GUARD Insurance Cos. www.guard.com Berkshire Hathaway Homestate Cos. www.bhhc.com

Granada Indemnity Co. www.granadaindemnity.com Hamond Safety Management LLC www.hamondgroup.com Hartford Steam Boiler www.hsb.com Highview National Insurance Co. www.highviewnational.com

www.capitalpremium.net

Hippo www.hippo.com

Creative Compliance Software Solutions www.creativecompliance.com

Iroquois Northeast www.iroquoisgroup.com

DeForest Group Inc. www.deforestgroupinc.com

Johnson & Johnson Inc.

ennabl

Lancer Management Co. www.lancerinsurance.com

Capital Premium Financing

www.ennabl.com

www.jjins.com

Excess Line Association of New York www.elany.org

Lovell Safety Management Co. LLC

Foremost Insurance Group

NYCM Insurance

www.foremostagent.com

www.nycm.com

Friedlander Group Inc. www.friedlandergroup.com

NYSIF

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www.lovellsafety.com

www.nysif.com

2022 Capital RAP program book

Exhibitors NY Young Insurance Professionals

SAN Group

www.nyyip.org

www.SANgroup.com

PA Lumbermens Mutual Insurance Co.

Security Mutual Insurance Co.

www.plmins.com

www.securitymutual.com

PERMA

ShelterPoint Life Insurance Co.

www.PERMA.org

www.shelterpoint.com

Preferred Mutual Insurance Co.

Statewide Underwriting Services

www.preferredmutual.com

www.swus.com

PIA Northeast

W.H. Greene & Associates

www.pia.org

www.whgreene.com

Renaissance Alliance

XS Brokers

www.renaissanceins.com

www.xsbrokers.com

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2022 Capital RAP program book

It's

Easy

We’re ready when you are…

SAN Group is in the business of helping independent insurance agencies succeed. If you’re thinking about a course correction – to grow, own or perpetuate your agency, we have the tools and resources to help.

When we engage in an agency partnership, we assist in creating a custom business plan including carrier selection, automation systems, pipeline management, goal setting, and digital footprint. Whatever your unique situation, we’re ready to take you where you want to go.

Powered by SIAA

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For a confidential consultation on membership with SAN Group, contact us today.

800.790.1395 | sangroup.com

2022 Capital RAP program book

ADVERTISE PIA NORTHEAST WITH

Reach the insurance industry’s property/casualty segment

PRINT

PIA Magazine

Gives readers a power to grow their own business in a competitive marketplace.

Single- and multi-state options available.

DIGITAL PIA.org

10-15,000 visits per month.

Two ad sizes available to suit your budget.

PIA Northeast News & Media Ads link directly to your website.

Limited space means greater attention for advertisers.

Weekly Dispatch Delivered directly to agents’ inboxes each week.

Also available on PIA Northeast News & Media.

Contact Calley Rupp: crupp@pia.org, (800) 424-4244, ext. 338 28

2022 Capital RAP program book

How Good Became Great At Great American, our yesterdays tell an important story about our tomorrow. From railways to superstructures, our specialized insurance solutions have helped protect those who fuel our economy for 150 years. That's an unwavering commitment you can count on.

Property & Inland Marine is a member of Great American Insurance Group, whose heritage dates back to 1872 with the founding of its flagship company, Great American Insurance Company. © 2022 Great American Insurance Company, 301 E. Fourth St., Cincinnati, OH 45202. All rights reserved. 5840-PIM (09/22)

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2022 Capital RAP program book