PIA Connection -- BI Coverage Exclusions and Legal Issues

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page13 2020 V5

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

BI COVERAGE, EXCLUSIONS AND LEGAL ISSUES pages 10–12

CLOSED DUE TO

HURRICANE DAMAGE

COVERED

X

CLOSED DUE TO GOVERNMENT

RESPONSE TO COVID-19

NOT COVERED

PIA MEMBER BENEFIT SPOTLIGHT:

PIA Gives Money to Members page 17

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2020 V5

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS PRESIDENT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com

BUSINESS INTERRUPTION (BI) COVERAGE, YOUR AMS SYSTEM HAS BEEN COMPROMISED! EXCLUSIONS AND LEGAL ISSUES WHO IS RESPONSIBLE FOR WHAT?page 10 PAGE 16

PRESIDENT-ELECT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com VICE PRESIDENT/TREASURER Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com SECRETARY/ASSISTANT TREASURER Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com IMMEDIATE PAST PRESIDENT Keith A. Savino, CPIA (NJ) keiths@warwickresource.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tedbe@pianet.org MANAGING EDITOR Sade Hale | sadeha@pianet.org ADVERTISING DIRECTOR Alexi Papandon, CAE | alexipa@pianet.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jonge@pianet.org REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | laurenpa@pianet.org MARKETING EDITOR Nicolette Bowman | nicolettebo@pianet.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com May 2020 PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

419 North Lee Street Alexandria, Virginia 22314 ©2020 All rights reserved.

The information in this publication is general in nature and is not intended to serve as legal, accounting, financial, insurance, investment advisory or other professional advice as to any reader’s particular situation. Users are encouraged to consult with competent legal, financial, insurance, investment advisory and or other professional advisors concerning specific matters before making any decisions and we disclaim any responsibility for any decisions or actions by readers.

CONTENTS NEWS BRIEF Allstate to Buy National General, Expanding IA Business…Lloyds Exits Three U.S. Admitted Markets…Car Crashes Deadlier During Lockdowns…As Insurers Face Hefty Pandemic Losses, Newcomers See Chance to Step In…Amid Coverage Losses, ACA Enrollments Soar…In Memoriam: PIANY President-Elect Anthony Kammas.

COVID-19 RECOVERY BILL INTRODUCED WITH PIA’S STRONG SUPPORT PIA National VP of Government Relations with a Capitol Hill Update.

6-7

9

BI COVERAGE, EXCLUSIONS AND LEGAL ISSUES 10-12 PIA National Counsel and Director of Regulatory Affairs Lauren G. Pachman, Esq., with Part 2 of an analysis of legal issues arising from the global pandemic caused by the novel coronavirus.

THE ONLY MESSAGE CUSTOMERS WANT FROM YOU 13-14 John Graham says what customers want now is understanding and help.

PIA NATIONAL ANNOUNCES CALL FOR FALL AWARD NOMINATIONS Nominations now being accepted for Company of the Year, Company Rep and MGA of the Year and Excellence in Social Media.

15

DEPARTMENTS From the President . . . . . . . . . . . . . . . . . 5 From the CEO . . . . . . . . . . . . . . . . . . . . 5 PIA National Member Benefits . . . . . . . . . . .16 PIA Member Benefit Spotlight . . . . . . . . . . .17 PIA Marketplace . . . . . . . . . . . . . . . . . .17 PIA Affiliate Listings . . . . . . . . . . . . . . . .18

All PIA members receive PIA Connection at the member subscription rate of $12.00 per year.

Non-member subscriptions available at $24.00 per year ppd.

PIA CONNECTION | www.pianet.com

For additional information on any of the subjects addressed in this publication, please access the PIA National website at www.pianet.com.

Cover photo: JumlongCh | iStockphoto

2020 V5 | 3

If you are having trouble finding top talent, or you would like to improve your hiring strategy, IdealTraits may be the best solution for you. IdealTraits is the go-to hiring tool for insurance agencies across America. Their new PIA program ensures PIA members can use this comprehensive tool to hire top performers for their agencies.

FROM THE PRESIDENT EVERYBODY LIKES TO HEAR FROM HIS OR HER peers that they are valued, that their efforts to achieve are appreciated. Twice every year, PIA National asks for nominations for a total of seven awards, three of which are presented in the spring and four of which are presented in the fall.

Each spring, the focus is directly on the agency, as we honor a PIA Agent of the Year along with a Young Insurance Professional (YIP) and Customer Service Representative (CSR).

In the fall, we turn our attention to the industry. We name the PIA National Company of the Year, and honor a company representative and an MGA. We also present our coveted Excellence in Social Media Award.

All of those we honor every year are representative of many more outstanding individuals and carriers, each of whom play

an important part in helping to make the independent agency system successful.

Nominations are now being accepted for the fall PIA National Awards. Let me encourage you to make a nomination! Details on the simple process to do so can be found on page 15 of this issue of PIA Connection or online at http://www.pianet.com/awards. Nominations are being accepted now through August 25, 2020.

Dennis Kuhnke President

FROM THE CEO ONE YEAR AGO, IT WOULD HAVE BEEN impossible to fathom where we are now and what we are dealing with every day. As we glided through 2019, we continued to be amazed by all the apparent good news at the time: the soaring stock market, corporate profits rising, unemployment at a 50-year low and unbridled optimism about the future.

The news was so good that some of us may have been tempted to think, “This can’t go on forever. Something bad is bound to happen.”

Something did. We are now six months into the coronavirus crisis. Through it all, independent insurance agents have been there during this trying time, serving their clients.

Since the coronavirus crisis hit, PIA National came together with our affiliates and our industry partners to craft a series of programs to provide new assistance to PIA members. These programs will be augmented and expanded going forward, as it appears all of us will be dealing with this crisis much longer.

See https://pianet.com/agentsupport for details.

PIA National also adopted a legislative strategy to increase our advocacy efforts to engage Congress as it crafts legislation

PIA CONNECTION | www.pianet.com

in response to COVID-19 now, and also to prepare for the future.

We need to act now, but we also must plan for the next time a pandemic happens: if it’s five years from now, or 100 years.

PIA supports H.R. 7011, the Pandemic Risk Insurance Act, or PRIA. It would create a federal backstop for future pandemics, similar to the way terrorism risk insurance was made available after the attacks of Sept. 11, 2001. We remain open to alternative proposals, as well.

We face a changed landscape and new challenges, but with a sense of confidence. Throughout PIA’s long history, our association has always come together to assist our members, and we will continue to do so.

Mike Becker Executive Vice President & CEO

2020 V5 | 5

!

NEWS BRIEF

ALLSTATE TO BUY NATIONAL GENERAL, EXPANDING IA BUSINESS U.S. insurance giant Allstate Corp. said it has agreed to acquire National General Holdings Corp. for about $4 billion

AS INSURERS FACE HEFTY PANDEMIC LOSSES, NEWCOMERS SEE CHANCE TO STEP IN

insurance as well, with broker Hyperion estimating that around $16 billion in capital has already been raised by insurers this year,

in cash, expanding its reach in the personal property-liability

One door closes, several

business, according to the Wall Street Journal.

others open.

Allstate will fund the deal with $2.2 billion in cash resources

As commercial insur-

year. Tatsuhiko Hoshina,

and by issuing $1.5 billion in new senior debt. National Gen-

ance premiums rise amid

founder and former CEO

eral’s board has approved the transaction. The companies

potentially hefty claims

of Tokio Millennium Re,

said the deal is expected to close early next year, subject to

from COVID-19 losses,

said 2020 was “probably

regulatory approvals.

investors, companies, and

the greatest opportunity”

The acquisition “accelerates Allstate’s strategy to increase

industry veterans are being

for investors in insurance

market share in personal property-liability and significantly

tempted to invest in the

since the period after the

expands our independent agent distribution,” said Tom

insurance industry, launch

9/11 attacks.

Wilson, chairman and chief executive of Allstate.

new businesses, or expand

compared with $9 billion over the same period last

into new lines.

Willis Re reports that U.S.

CAR CRASHES DEADLIER DURING LOCKDOWNS

property reinsurance rates

A Reuters analysis shows

rose by as much as 30

that coronavirus lock-

percent during renewals

downs led to huge reduc-

in June and July. Convex

tions in traffic and fewer

is launching event cancel-

car crashes this spring, but

lation coverage as some

as drivers sped up on qui-

carriers withdraw from one

eter roads, the collisions

of the worst hit lines of

became deadlier in several

insurance. John Cavanagh,

cities. In New York City, the

in the U.S. Virgin Islands,

former head of broker

ratio of fatal crashes to all

Kentucky and Illinois.

Willis Re and a founder of

collisions rose 167 percent

Lloyds told AM Best that the three were the only territories

insurance venture capital

in April from a year ago.

that Lloyd’s currently writes admitted business in the U.S.,

firm Beat Capital, says,

The increase was 292 per-

while E&S and reinsurance markets remain its biggest mar-

“We think the market

cent in Chicago and 65 per-

ket in the world.

is presenting sufficient

cent in Boston. Across the

opportunity for us to go

ocean, in Madrid, Spain,

out and raise capital—we

the rate of fatal collisions

might have a good five-

was 470 percent higher.

LLOYDS EXITS THREE U.S. ADMITTED MARKETS In an effort to strengthen its focus on the U.S. reinsurance and excess and surplus insurance market, Lloyd’s said it will give up its admitted licenses

Lloyd’s said the market and its key stakeholders “will need time to make changes to their commercial plans. We are therefore providing a window of 12 months during which new business will continue to be allowed.” After July 1,

year run.”

The National Safety

2021, no new business or programs will be accepted on the

Investors seeking higher

Council found that even as

U.S. licensed platforms, Lloyd’s said.

returns are turning to

traffic plummeted across

6 | 2020 V5

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF the United States, fatal-

a million people who lost

ity rates per mile driven

their health insurance amid

in April rose 37 percent,

the economic shutdown to

compared to the same

slow the spread of COVID-

month in 2019. The group

19 have gotten coverage

It is with deep regret and sad-

added that the lockdowns

through HealthCare.gov.

ness that we report the pass-

and reduced road con-

The figures are only part

gestion had created an

of the Affordable Care

“apparent open season on

Act (ACA) enrollment

IN MEMORIAM: PIANY PRESIDENT-ELECT ANTHONY KAMMAS

ing of PIANY President-elect Anthony Kammas, president and

reckless driving.” Similar

picture because they do

co-founder of Skyline Risk Man-

increases in speeding have

not include sign-ups from

agement in New York City, on June 29. Kammas was a

been reported in Australia,

states, like California and

Belgium, and Denmark,

New York, that run their

revered leader of PIANY and was planning his term as

according to reports

own health insurance mar-

president with great enthusiasm. He served in nearly

compiled by the European

ketplaces.

every leadership role in PIANY, and earned the respect

Transport Safety Council.

of his colleagues and community for his many other

The CMS report reveals that 487,000 people signed

the insurance industry will be greatly missed. He is

AMID COVERAGE LOSSES, ACA ENROLLMENTS SOAR

survived by his wife, Maria, and his children, Pantelis

The Centers for Medicare

is an increase of 46 percent

and Elisavet.

& Medicaid Services (CMS)

from the same time period

reports that close to half

last year.

volunteer efforts. Anthony’s passion for PIANY and

up with HealthCare.gov after losing their workplace coverage this year, which

Frank and Ernest is used with the permission of the Thaves and the Cartoonist Group. All rights reserved.

PIA CONNECTION | www.pianet.com

2020 V5 | 7

LEGISLATIVE UPDATES PIA SUPPORTS EMPLOYEE TAX CREDIT REFORM BILL PIA National was joined by over 100 other business groups to support the Jumpstarting Our Businesses’ Success Credit (JOBS Credit) Act of 2020 (H.R. 6776), which will make several improvements to the Employee Retention Tax Credit (ERTC).

The ERTC, which was created by the CARES Act, encourages businesses of all sizes to retain their employees, allowing workers continue to receive income and employer-sponsored health insurance without unemployment benefits. The ERTC also better positions workers and businesses to resume normal operations once the COVID19-prompted closures come to an end.

The ERTC is a refundable tax credit equal to 50 percent of up to $10,000 in qualified wages that eligible employers, including non-profits, pay to employees between March 12, 2020 and January 1, 2021, up to a maximum of $5,000 per employee. To be eligible, an employer must have partially or fully shut down operations due to COVID19, or the employer must have experienced a “significant decline in gross receipts,” which is defined as having gross receipts that are 50 percent less than the gross receipts from the same quarter in the prior calendar year.

Since its implementation, the business community has supported reforms to the ERTC to make it more useful for employers.

To that end, the JOBS Credit Act would make several improvements, including: • An increase, from 50 percent to 80 percent, in the percentage of qualified wages eligible for the tax credit; • An increase to the per-employee limitation from $10,000 for all calendar quarters to $15,000 per calendar quarter (and an

8 | 2020 V5

aggregate amount of qualified wages of $45,000 for all calendar quarters, for an allowable credit amount of $36,000); • A change to the threshold for treatment as a large employer, from employers having more than 100 employees, to employers having more than 1,500 employees (based on the average number of full-time employees in 2019) and having gross receipts above $41.5 million in 2019; • Expanding qualification for the tax credit by permitting a phased-in credit, which will allow employers with more than a 20 percent decline in gross receipts to claim a portion of the credit; and • Improving coordination between the ERTC and the Paycheck Protection Program so employers can be eligible for both programs, but with guardrails in place to prevent “double dipping.”

PIA National will continue to work with Congress to provide as much assistance as possible for small businesses during this time, including our advocacy for the creation of a COVID19 Recovery Fund.

PIA SUPPORTS LIABILITY REFORMS RELATED TO CORONAVIRUS PIA National, along with over a hundred organizations from the business community, sent a letter to ask Congress to enact temporary and targeted liability relief legislation related to the COVID-19 pandemic. Such temporary protections are necessary to protect businesses from potentially spurious lawsuits arising out of the pandemic.

The letter notes that, as parts of the country continue to reopen from government-mandated lockdown, employers trying their best to follow

applicable guidelines may still be forced to defend against lawsuits related to illness. This may deter many from reopening, causing even more businesses to fail and even more employees to lose their jobs.

The letter specifically asks that Congress temporarily provide liability protections for: (1) businesses, non-profit organizations, and educational institutions that work to follow applicable public health guidelines against COVID-19 exposure claims; (2) healthcare workers and facilities providing critical COVID-19-related care; (3) makers, donors, distributors, and users of certain personal protective equipment (PPE) critical to the COVID-19 response; and (4) public companies targeted by unfair and opportunistic COVID-19-related securities lawsuits.

“The need for liability protections and relief is clear. Several governors and state legislatures have already implemented COVID-19-related liability protections for key sectors in their states, but a uniform national response is necessary,” states the letter.

“Now is the time for Congress to take strong action to stop a growing wave of lawsuits from getting in the way of what we all want and need: healthy citizens and a strong economy.”

The letter asks that such protections be temporary and limited “in scope so that employers that knowingly disregard public health guidelines can still be held accountable. The purpose of this effort is not to protect bad actors but to ensure that employers can reopen their businesses and keep their workers employed, so that the economy can be put back on track going forward.

PIA National will continue to work with Congress on this and other efforts to ensure businesses and employees are given appropriate aid and resources related to the COVID-19 pandemic.

www.pianet.com | PIA CONNECTION

CAPITOL HILL REPORT

By Jon Gentile Vice President, Government Relations PIA National

COVID – 19 RECOVERY BILL INTRODUCED WITH PIA’S STRONG SUPPORT Since March, PIA National has been working with our industry colleagues on a proactive solution to the economic crisis created by the forced shutdowns made necessary by the COVID19 coronavirus crisis. To that end, PIA National has been an active member of a coalition led by the business community and dedicated to the creation of a Recovery Fund that would provide immediate assistance, without burdensome bureaucracy, to businesses adversely impacted by COVID-19.

With small businesses under increasing economic pressure every day, we are pleased that Reps. Filemòn Vela (D-TX) and Lance Gooden (R-TX) have introduced the “Small Business Comeback Act.” The bill would create a Small Business Recovery Fund (Recovery Fund) that would be housed within the U.S. Department of Treasury and facilitate the distribution of direct grants to affected businesses and their employees. The Recovery Fund would: • Offset operating expenses for small businesses most impacted by COVID-19, supporting their ability to retain and rehire employees, with benefits, and provide resources to help businesses stay open or reopen operations.

• Establish eligibility requirements that encourage businesses to retain employees exposed or ill from COVID19, at full compensation and benefits.

• Complement business assistance provided under the CARES Act. • Prioritize compensation payment for businesses operating in low- and moderate-income communities, minority- and women-owned businesses, and businesses most impaired by COVID-19.

• Create a streamlined relief fund operated by a Special Administrator appointed by the Secretary of the Treasury.

• Establish a robust process for filing an application, determining adequate compensation, payment, and auditing.

• Provide strong oversight and auditing by the Treasury Secretary and a Special Inspector General, with accountability to a Congressional Oversight Board.

While PIA National supports the Paycheck Protection Program (PPP), which was created in the CARES Act, and has PIA CONNECTION | www.pianet.com

advocated reforms to it, we have been disappointed by the red tape and unworkable limitations for small businessowners that have persisted with the implementation of the program. Simply put, the PPP as it exists today is not capable of providing the relief small businessowners desperately need to stay solvent during these uncertain economic times.

The Recovery Fund also stands in stark contrast to proposals to retroactively rewrite business interruption (BI) provisions in existing contracts, which PIA National strongly opposes. Such proposals would not help all small businesses as only about 33% of small businesses even has business interruption coverage (according to the Insurance Information Institute).

FUTURE PANDEMIC POLICY PROPOSAL PIA National is continuing to work with Congress to provide more relief for small businesses as Congress works to put together one more attempt at a large coronavirus relief bill this summer. While we continue to focus on providing immediate relief to small businesses, enabling them to survive in the current economic climate, we also recognize the need to be proactive in preparing for the possible dire economic consequences of a future pandemic.

One such approach is a private-public partnership that PIA National supports, H.R. 7011 the Pandemic Risk Insurance Act, or PRIA. Unlike other proposals PIA National strongly opposes, PRIA is forward-looking only and would not be retroactive. The goal of the program is for it to spark the creation of a market for pandemic-related BI provisions the same way terrorism risk insurance was made available after the attacks of Sept. 11, 2001. The federal government’s role in PRIA would be to serve as a backstop to maintain marketplace stability and to ease the prospective burden of a future pandemic on private industry.

PIA National is engaging with policymakers to identify and refine the best approach forward to guard against future pandemics. To tackle a problem as complex as a global pandemic and economic downturn, that approach could involve multiple policy tools. We support the PRIA model, but we remain open to alternatives to ensure that the economic uncertainty we are experiencing today is, to the extent possible, prevented in the future.

Jon Gentile is vice president of government relations of PIA National.

2020 V5 | 9

PIA LEGAL ANALYSIS

By Lauren G. Pachman, Esq.

BUSINESS INTERRUPTION (BI) COVERAGE, EXCLUSIONS AND LEGAL ISSUES This is the second article in a two-part series. Last month, we focused on the general (non-business-interruption-related) legal issues arising from the global pandemic caused by the novel coronavirus, or COVID-19. This month, we’re turning our attention to the businessinterruption-related legal issues arising out of the pandemic. We’ll address business interruption (BI) coverage, potential exclusions, and some of the related legal issues presented by this unusual time in our history.

THE PANDEMIC HASN’T been

good for anyone, despite the alreadyoverused joke about the virus delivering an employment guarantee to insurance lawyers. The truth is, the legal landscape created by the American response to the pandemic is complex, and neither policyholders nor carriers are assured an easy win when they inevitably go

head to head over insurance claims arising from the coronavirus.

WHAT IS BUSINESS INTERRUPTION COVERAGE? Business interruption (BI) coverage is typically a provision in a commercial property policy that provides coverage for a business when it loses income

OFTEN THE DETERMINATION OF BI COVERAGE AVAILABILITY COMES DOWN TO WHETHER THE COVERED PROPERTY SUSTAINED DIRECT PHYSICAL DAMAGE. 10 | 2020 V5

because it is forced to temporarily close. Usually, if a business has BI coverage, a claim is filed and paid out when commercial property is physically damaged by a hurricane, tornado, earthquake, or another natural disaster that results in the business being unable to use the physical space it typically occupies. BI provisions could cover a business’s lost income, rent for a temporary alternative location, payroll, taxes, and loan payments, among other expenses, if the business property cannot be used. www.pianet.com | PIA CONNECTION

IN GENERAL, WHEN A CLIENT DECLINES TO PURCHASE COVERAGE AFTER THE AGENT MAKES IT AVAILABLE, THE AGENT IS BEST SERVED BY OBTAINING A SIGNED STATEMENT FROM THE CLIENT ACKNOWLEDGING THEIR DECISION NOT TO PURCHASE THE COVERAGE. BI coverage can be purchased as part of a commercial policy or as an endorsement, but most small businesses don’t have BI coverage, and a lot of the current discussion around BI has skipped over the fact that many small businesses won’t file a BI claim and learn whether coverage exists, because their policies don’t include a BI provision to begin with. But for those businesses with BI provisions, there are many situations in which a carrier will conclude that the BI provision doesn’t apply.

Now seems a good time for small businesses without BI provisions to examine their policies and see whether their business may be a good candidate for a BI endorsement.

WHAT BUSINESS INTERRUPTION EXCLUSIONS EXIST? Virus Exclusion. Many BI provisions exclude “viruses” in a list of named exclusions. The virus exclusion was developed by insurers as a response to the last widespread, mysterious viral outbreak, the SARS epidemic, which had a greater effect on Asia than on North America.

However, in the context of COVID19, some businesses are arguing that their closures weren’t caused by the virus itself but by the governmental response to the virus. Around the country, state and local officials have issued orders—many without end dates—instructing businesses to close and providing strict rules about when and under what conditions they may reopen. And carriers whose BI

PIA CONNECTION | www.pianet.com

provisions include viral exclusions may still find coverage for civil authorityrelated shutdowns.

Requirement of Direct Physical Damage. While a small business’s human resources—its employees— could be decimated by COVID-19, the virus is far less likely to cause damage to the walls, floors, or other structural features of the commercial property.

Often the determination of BI coverage availability comes down to whether the covered property sustained direct physical damage. In cases where the covered property did not sustain physical damage, the carrier may deny coverage. However, in some jurisdictions, when business was interrupted because of the discovery of the presence of an airborne contaminant, like mold, for example, some courts have found that coverage did exist, despite carriers’ arguments that mold did not constitute the sort of physical damage intended to be covered by BI.1 So, while viruses and lack of direct physical damage are common BI exclusions, it may make more sense for a businessowner to file a BI claim regardless and wait for the carrier to deny the claim than for the business­ owner to decide themselves that a certain exclusion applies in the case of COVID-19.

For their part, carriers generally are continuing to maintain their position that the usual BI exclusions apply

1 Courts are split on whether BI coverage applies in situations where a property becomes uninhabitable because of an airborne contaminant.

to COVID-19-related business interruptions. However, it may make sense for businessowners to proceed on the expectation that their BI claim will be denied. Once the claim is denied, the businessowner can determine whether they want to take additional steps, like appealing the denial, filing a lawsuit, etc.

From the agent perspective, it’s useful to remember that it isn’t an agent’s job to grant or deny a claim; if a client asks an agent to file a claim, the agent’s job is simply to file the claim, not to try to dissuade the client from filing.

On the other hand, an agent may find their relationship with their client strengthened if they can provide the client with an honest assessment of the claim’s likelihood of success, if the client asks for that input, so that the client can make a more informed decision about how to proceed.

WHAT LITIGATION TRENDS ARE EMERGING? Challenges to BI Coverage Denials.

Already, litigation has begun regarding carrier denials of BI claims. As of mid-June, a variety of businesses, among them a pizzeria, a bridal shop, and a dentist’s office, were suing their insurers for denying their BI claims; some such suits are already class actions with many similarly situated plaintiffs. Some of the suits simply claim that COVID-19 should be treated more like an airborne contaminant and less like a “virus,” for purposes of applying the BI virus exclusion.

Other suits rely on a part of some BI provisions that provide BI coverage in cases in which the business interruption is the result of an act of civil authority, like a local or state government mandate to close a retail establishment or other facility, like a restaurant or drycleaners.

CONTINUED ON PAGE 12

2020 V5 | 11

BUSINESS INTERRUPTION (BI) COVERAGE, EXCLUSIONS AND LEGAL ISSUES CONTINUED FROM PAGE 11

case consolidation continue2, and, in the meantime, COVID-related BI cases are proceeding individually, at varying paces, in courthouses across America.

Lauren G. Pachman, Esq. is counsel and director of regulatory affairs of PIA National.

P I NN

2 At the time of this writing, oral argument in favor of BI case consolidation was pending before the federal Judicial Panel on Multidistrict Litigation.

AC

L E PAR ER

extremely fact-specific and can turn on details like what specifically the client requested of the agent, what the agent offered the client, and what sort of discussion, if any, the two engaged in during the insurance purchasing process.

In general, when a client declines to purchase coverage after the agent makes it available, the agent is best served by obtaining a signed statement from the client acknowledging their decision not to purchase the coverage.

Pushes for Consolidation. Because insurance law varies by state, litigation outcomes similarly vary. Litigants hope to avoid the possibility of a patchwork of legal decisions that apply the virus exclusion in parts of the country and override it in others. That concern has resulted in a push to seek consolidation by the courts. If the cases were consolidated, they would all be heard in one courtroom by one judge, and one decision would apply to everyone involved in all the COVID-related BI litigation across the country.

For now, the plaintiffs’ efforts at

TN

More lawsuits are likely to follow as the pandemic continues through the next several months.

Errors and Omissions (E&O) Claims Against Agents. There is already at least one case in which a business challenging its carrier’s BI coverage denial included a claim against its insurance agency for its part in denying the claim. In part, the success of such suits will depend on the state whose laws apply because state law varies in interpreting the agentclient relationship. States with laws that treat the agent as having a more substantial obligation to the client will be more likely to find an agent liable for an error or omission.

Another factor will be the array of products available to the plaintiff. If they could have purchased a policy that did not have BI exclusions, or if they could have paid an additional premium to have an exclusion eliminated, the agent could be found liable for failing to advise the client of other available options. These issues are going to be

2020 PIA NATIONAL PINNACLE PARTNERS Encompass Insurance Encova Insurance Erie Insurance State Auto Insurance Companies

REFERENCES Blosfield, Elizabeth. “Transparency Is Key for Insurance Agents Handling Coronavirus Claims,” Insurance Journal, accessed July 17, 2020 at https://www.insurancejournal.com/news/national/2020/05/06/567611.htm.

Eversheds Sutherland. “Legal and Regulatory Developments – Business Interruption Insurance for COVID-19 Related Losses,” accessed July 17, 2020 at https://us.eversheds-sutherland.com/NewsCommentary/Legal-Alerts/230811/ Legal-and-Regulatory-Developments-Business-Interruption-Insurance-for-COVID-19-Related-Losses.

Jacobson, Glenn and Thomas Maeglin. “Broker Liability for Insureds’ COVID-19 Losses Likely Limited,” accessed July 17, 2020 at https://www.law360.com/articles/1273670/broker-liability-for-insureds-covid-19-losses-likely-limited.

NAIC Small Business Insight. “What Business Income Loss Coverages Are Out There? Learn the Endorsements That Can Help with Lost Business Income,” accessed June 10, 2020 at https://content.naic.org/article/small_business_insight_what_business_ income_loss_coverages_are_out_there_learn_endorsements_can_help_lost_business_income.htm.

O’Connor, Amy. “COVID-19 Hits Already-Troubled Nursing Home Insurance Market; Brokers Try to Help,” Insurance Journal, accessed July 17, 2020 at https://www.insurancejournal.com/news/national/2020/05/10/567421.htm.

Queen, Jack. “Employment Suits Continue Piling Up Amid COVID-19,” Law360.com, accessed July 17, 2020, at https://www.law360.com/articles/1293010/employment-suits-continue-piling-up-amid-covid-19.

Roebuck, Jeremy and Catherine Dunn. “Should insurance companies pay for coronavirus shutdown losses? Philly businesses are taking them to court.” The Inquirer, accessed July 17, 2020 at https://www.inquirer.com/business/small-business/ philly-businesses-are-suing-their-insurance-companies-over-covid-19-losses-20200517.html.

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John Graham AGENCY MARKETINGBy GrahamComm

Epifantsev | iStockphoto

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THE ONLY MESSAGE CUSTOMERS WANT FROM YOU Messages that miss the mark IT ONLY TOOK THE PANDEMIC a couple of weeks to turn it all upside down—including marketing and sales. And along with it has come an endless tsunami of email messages flooding consumer email mailboxes.

It was war with 50% to 80% off sales, “Lowest prices ever,” “Free shipping– Free returns,” “Final Markdown,” “Sale ends in 4 hours and 17 minutes,” and BOGO offers.

Emails to customers from wellmeaning businesses streaming to smartphones and computer desktops. It seems like a domino effect. One company starts it, and everyone else follows— with their version of the same message.

Most open with a comment on the COVID-19 scourge and then quickly offer assurance that “We are here for you.” Words that companies would like to think customers want to hear.

Then, in a nanosecond, attitudes changed. Customers rejected the century-long proposition that the nearsacred role of marketing and sales was getting customers to buy more stuff and doing anything and everything to get the job done. And driving it all was the arrogant (and mistaken) belief that, no matter how you dress it up, customers exist for only one reason: what they can do for us. And it worked—then it didn’t.

How has the marketing and sales world changed? Some companies are listening. They get it: It’s no longer about what customers can do for us by buying our stuff. Now, it’s all about what we can do for them.

PIA CONNECTION | www.pianet.com

Arrogance is out; candor is in.

Opinion is out; facts matter. Lying is out; empathy is in. Telling customers what they want to hear so they will take the bait is out; understanding and transparency are in. Being conned and ignored are out, truth matters and play it straight are in.

Sending customers BS-filled messages isn’t just unacceptable and stupid, it’s far more than that—it’s a missed opportunity. As demanding as it is to craft meaningful messages in troubling times, customers respond to those that make a difference in their lives.

WHAT CUSTOMERS WANT TO HEAR What customers are looking for is understanding and help. Not the run around, not endless delays, not a pat on the head, calling another number, not incomplete information, not being dropped like a hot potato the moment the order is placed.

Isolated, alone, stressed, and frightened by an unseen enemy, they look for those who are prepared to come to their aid, who are on their side. It’s also a message that better be clear, compelling, and positive, if we want their attention and their business.

The good news is that the growing cadre of companies that get it is

growing. But it may take sales reports dripping with gloom to spur the creative juices flowing in many more businesses.

Nevertheless, it’s happening and that’s good news. Here’s a sampling of companies that are looking inward to find ways to help customers cope with a relentless enemy that would harm their health and safety.

Anton’s Cleaners, New England’s largest dry-cleaning company, took the what-can-we-do-to-help question seriously and came up with an on-target message for the COVID-19 crisis: We care about your health.

Sterilization is a standard part of our cleaning process No coupons, no discounts, no “Offer expires in 2 days.” Just a simple, direct, and factual message, that answers the question why someone should take their clothes to Anton’s: Anton’s sterilizes your clothes. The message neither knocks competitors, nor is it price driven. It highlights an existing benefit.

It’s a guess that few Anton’s customer knew their clothes were being sterilized and all of a sudden, it’s a huge deal.

Even so, there’s another side to the story. Supermarkets everywhere CONTINUED ON PAGE 14

2020 V5 | 13

THE ONLY MESSAGE CUSTOMERS WANT FROM YOU CONTINUED FROM PAGE 13

jumped in with early morning hours for the most vulnerable coronavirus age group, those age 60 and older. Some didn’t stop there. They limited the number of customers in a store the same time, provided wipes, and installed seethrough barriers at check-out.

Come to think of it, “Early Senior Hours” may deserve becoming permanent at least a day or two a week.

Seniors tend to rise early and seem to like a slower pace when shopping, which might also please those who are in more of a hurry later in the day.

WHAT’S IT TAKE TO GET YOUR MESSAGE RIGHT? Now, here’s the point. Why does it take something like a whack on the head with a two-by-four to come up with worthwhile idea like early morning hours for seniors? We talk “customer commitment” to death, without having a clue as to what it means. Happily, a growing number of businesses are

now getting it and are coming up with helping innovative ideas that benefit customers. Here’s a snapshot of a few that are doing it right: • Cox Communications has increased internet download speeds from 30 MPS to 50 MPS to help improve productivity for at home workers.

• Allstate’s “Shelter-in-place payback” is returning $600 million of auto insurance premiums customers because fewer motorists are driving due to COVID-19, according to the Chicago Tribune.

• Best Buy offers contactless curbside service for purchases and returns.

• Constant Contact has a free Website Builder Business Plus plan to help small businesses get an ecommerce site up and running.

• The Institute of WorkComp Professionals is offering its members a free five-part webinar series on prospecting and LinkedIn positioning.

• Meero offers free large-file transfers to help remote workers, according to Forbes.

• Planet Fitness offers free online home workouts.

Sure, the cynics may scoff. Sure, these companies want more business.

But, so what? Yet, these, along with others, are digging deep to find new and innovative ways to be of help to their customers at a painfully difficult time. All we need now is more like them and we’ll come through this energized and on our feet.

John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com.

Is Your Agency For Sale?

W

e are looking to merge (or purchase) an agency or book of business that has $250,000 – $3 million of annual commission income with the hope that you would stay on for some time as we would prefer to keep your culture, your name and your employees in place with as little change as possible. We are very old fashioned that way. Our 36 year-old agency generates $11 million in annual commission revenues. We are profitable and debtfree and our staff turnover is under 10 percent. We can pay cash. We are members of PIA and the Big "I" and are a Trusted Choice agency. If interested, please write me at the address below.

I promise to promptly answer your inquiry and our conversations will remain totally private.

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14 | 2020 V5

www.pianet.com | PIA CONNECTION

PIA NATIONAL ANNOUNCES CALL FOR FALL AWARDS NOMINATIONS PIA NATIONAL HAS ANNOUNced a call for nominations for four prestigious awards in its fall 2020 awards program. Nominations are being accepted now through August 25, 2020 for these PIA awards: • Company Award of Excellence; • Company Representative of the Year; • Managing General Agency of the Year; and • Excellence in Social Media.

The PIA National Company Award of Excellence honors an insurance company that demonstrates a commitment to the American Agency System and seeks to further the interests of professional, independent insurance agents by creating a better business environment. PIA places a very high value on its relationships with its carrier partners. PIA members as well as PIA state and regional affiliates make nominations for this award.

The PIA National Company

Representative of the Year Award recognizes the professionalism and unique contributions of an outstanding company representative.

Nominations for this award are made solely by PIA state and regional affiliates. However, in states that receive their services directly from the national headquarters of PIA, individual PIA members may submit nominations for the Company Representative of the Year Award.

The PIA National Excellence in Social Media Award honors a PIA member agency that uses nontraditional communication tools to effectively further the goals of the organization. An agency may use Facebook, Twitter, YouTube, LinkedIn, blogs and other social media outlets to creatively promote programs, build upon an existing brand, and introduce products and services to an expandable customer base.

Nominations for this award are made by individual PIA members as

well as PIA state and regional affiliates. The 10th annual Excellence in Social Media Award is sponsored by the National Insurance Producer Registry (NIPR).

The PIA National Managing General Agency of the Year Award is given annually to recognize the outstanding achievement of a managing general agency in furthering the interests of agents, along with a commitment to the agency system and successful efforts to create a better business environment for professional insurance agents. Nominations for this award are made by individual PIA members as well as PIA state and regional affiliates.

All four awards will be formally presented in conjunction with the fall PIA National Board of Directors and Governance meetings in September 2020.

All PIA members and affiliates are encouraged to submit nominations for these prestigious national awards.

For complete information and to submit a nomination, go to: https://pianet.com/awards For assistance, contact: Sade Hale at sadeha@pianet.org or (703) 518-1350.

National Association of Professional Insurance Agents 89th Annual Meeting of the Members of the Association NEW DATE, TIME & FORMAT Wednesday, September 23, 2020 1:00 pm – 1:45 pm ET VIRTUAL MEETING via ZOOM REVISED AGENDA President Dennis D. Kuhnke, Presiding

PIA CONNECTION | www.pianet.com

1. Call to Order

D. Kuhnke

2. Antitrust Statement

G. Hemphill

3. Roll Call & Quorum Report

G. Hemphill

4. Approval of September 21, 2019 Minutes, Orlando, FL

D. Kuhnke

5. President’s Report – State of the Association

D. Kuhnke

6. Treasurer’s Report

T. Curti

7. Executive Vice President’s Report

M. Becker

8. Matters Before the Floor

D. Kuhnke

9. Ratification of the Acts of the 2019-2020 Administration

D. Kuhnke

10. Adjournment

D. Kuhnke

2020 V5 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ MARKETING REIMBURSEMENT PROGRAM. PIA is here to help with specific marketing tools PIA members can use and a $250 reimbursement to help offset the cost! www.pianet.com/agentsupport ✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. www.piadmv.com ✦ PIA BRANDING PROGRAM. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com ✦ PIA MARKET ACCESS. Access to over 50 national and specialty carriers, realtime online rating, ownership of your Alexi’s book and no exit fees for a low monthly pick rate. www.piamarketaccess.com ✦ HARTFORD FLOOD INSURANCE. PIA’s endorsed flood provider since 2004. Dedicated local sales directors and book transfer/rollover team plus great commissions for PIA members.

Call (860) 547-5006. ✦ PIA CYBER INSURANCE: Robust coverage tailored to small and mid-sized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell. ✦ AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agencyspecific, and carrier-unique applications and forms, entering data only once in an organized interview format. Get to market faster! ✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive! ✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually. ✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates.

✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents.

✦ PRACTICAL GUIDE TO SUCCESSFUL PLANNING. Plan for success within your own agency.

✦ PIA LOGO. Put the PIA logo on your business card, website, stationery and signage. Order items with the PIA logo in our online store.

AGENCY MANAGEMENT TOOLS

INSURANCE PRODUCTS ✦ E&O INSURANCE. With access to admitted and non-admitted markets with differing appetites chances are we can find the coverage and price that’s right for you. www.pianet.com/eando ✦ PIA AGENTS UMBRELLA PROGRAM. Excess insurance protection includes E&O and business liability coverage, with available endorsements for EPL and personal coverage. ✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses. ✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; and AD&D. www.piatrust.com

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. ✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan. ✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA. ✦ HIRE WITH IDEALTRAITS. The comprehensive, go-to hiring tool for agencies looking to hire top performers. www.idealtraits.com/pia ✦ Discounts on producer licensing, car rentals, shipping with UPS and calendars from Mines Press.

✦ WINNING@TALENT. Your guide to hiring, motivating and retaining the best agency employees. ✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/disability while creating a perpetuation plan for your agency. ✦ CYBER 101. Cyber education for you and your clients.

✦ ACORD FORMS END USER LICENSES. Available for free to qualifying PIA members who access ACORD forms through agency management systems and other authorized distributors. Plus PIA member discounts on the ACORD Advantage Plus Program.

✦ Free subscriptions to industry publications.

LEGISLATIVE & REGULATORY OUTREACH

✦ PIA ADVOCACY BLOG. Timely updates about what’s happening on Capitol Hill and on state and federal regulatory Nicolette’s issues. www.PIAAdvocacy.com.

✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER. Stay ahead of online competition in commercial lines. ✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability.

Includes tools for improving retention, sales and account-rounding. ✦ AGENCY TOUCH POINTS—THE VOICE OF THE CUSTOMER. Give personal lines customers what they really want. ✦ REACHING GEN Y. Convert Gen Y age group insurance consumers into loyal agency customers.

pick

✦ GRASSROOTS ALERTS. Send pre-written, fully-editable letters directly to your elected officials. www.piagrassroots.com ✦ PIA ADVOCACY DAY. Every spring, PIA members visit Capitol Hill to talk with their elected representatives about issues that are important to independent insurance agents. www.PIAAdvocacyDay.com ✦ PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, probusiness perspective and who support our issues. www.piapac.com

Learn more about these PIA National member benefits at www.pianet.com.

16 | 2020 V5

www.pianet.com | PIA CONNECTION

PIA MEMBER BENEFIT SPOTLIGHT

DOUBLE YOUR REWARDS WITH PIA MEMBER REIMBURSEMENTS SINCE MAY, PIA HAS CONTINUED TO REIMBURSE PIA members for specific marketing efforts they have used to build business during the global COVID-19 pandemic. We currently have two reimbursement programs to help agents get back to business and strengthen their agencies. PIA members may participate in both, receiving separate reimbursements for each.

The Marketing Program is the original reimbursement program that provides a $250 reimbursement for purchases made through the PIA DMV: PIA’s Direct Marketing Vault or PIA Design & Print Services. The PIA DMV program allows PIA members to launch hybrid print/digital marketing campaigns to households grouped together in USPS postal routes.

The PIA Design & Print Services is specifically for PIA members who need marketing materials beyond the direct mail and digital campaigns.

The Partnership Program is PIA’s new reimbursement program that provides up to a $250 reimbursement for purchases

through the PIA Partnership’s Agency Journey Mapping (perpetuation planning) and Winning@Talent (agency hiring) programs. The Agency Journey Mapping program will help PIA members understand the challenges and best practices of agency ownership transfer, so they can create a perpetuation/ succession plan their agency. The Winning@Talent program is a 3-part toolkit that features innovative tools to help with agency hiring. Winning@Talent reimbursements are available through purchases of the Omnia Profile behavioral assessments and the IdealTraits recruiting platform.

These programs are made available to PIA members through generous donations from the following PIA Partnership carriers: National General Insurance, Progressive Insurance, State Auto Insurance Companies and West Bend Mutual Insurance Company. PIA thanks these companies for their support of professional insurance agents.

To learn more about PIA Member Reimbursements, visit: https://pianet.com/agentsupport

UPCOMING PIA WEBINARS Date

Topic

Time

9/16

How to Quickly Identify and Avoid Hiring Sales Phonies

2:00 PM ET

10/14

Interoffice Dynamics: Sales vs. Service

2:00 PM ET

To register for an upcoming webinar, visit: Pianet.com/calendar Questions? Contact ProductsandServices@pianet.org

Partnership | Solutions | Success Conquering E&S Risks One Risk At A Time

800.257.5590 quotes@primeis.com

www.auw.com

Specialty, Auto, Professional, P&C, E&S Lines Insurance

Photo by Josh King Photography

PIA CONNECTION MARKETPLACE

www.primeis.com *For latest ratings, please access www.ambest.com.

PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for1/6/20 5 issues.

To learn more and get a contract, SBP_PIAnewsletter_010619.indd 1 5:17 PM or to inquire about display advertising, please contact Alexi Papandon at alexipa@pianet.org or 703-518-1353.

PIA CONNECTION | www.pianet.com 2020 V5 | 17

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

PIA Southern Alliance, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096 PHONE: (770) 921-7585 | FAX: (770) 921-7590 e-mail: info@piasouth.com | Web Site: piasouth.com

Insurance Agents & Brokers of Maryland 5050 Ritter Rd, Mechanicsburg, PA 17055-0763 PHONE: (717) 795-9100 | FAX: (717) 795-8347 e-mail: iab@iabforme.com | Web Site: www.iabforme.com

PIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665 PHONE: (888) 246-4466 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

MASSACHUSETTS

PENNSYLVANIA

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

MICHIGAN

PUERTO RICO & CARIBBEAN

Michigan PIA, P.O. Box 99579 Troy, Michigan, 48099 PHONE: (616) 454-4461 | FAX: (616) 454-4491 e-mail: inquiry@mipia.com | Web Site: www.mipia.com

PIA of Puerto Rico and the Caribbean Inc 419 N. Lee Street, Alexandria, VA 22314 PHONE: 800-742-6900 | FAX: 703-836-1279 e-mail: membership@pianet.org | Web Site: www.piapuertorico.org

ARKANSAS PIA of Arkansas Inc. 102 Country Club Parkway, Suite 201, Maumelle, AR 72113 PHONE: (501) 225-1645 e-mail: staci@piaar.com | Web Site: www.piaar.com

CA/NV/AZ/NM PIA Western Alliance, 3205 Northeast 78th St #104, Vancouver, WA 98665 PHONE: (888) 246-4466 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

COLORADO

MINNESOTA

RHODE ISLAND

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

PIA of Minnesota, 8646 Eagle Creek Circle, Suite 202, Savage, MN 55378 PHONE: (866) 694-7070 | FAX: (866) 749-8678 e-mail: info@piamn.com | Web Site: www.piamn.com

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

PIA of Connecticut, P.O. Box 997, Glenmont, NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

PIA Southern Alliance, 3805 Crestwood Pkwy. NW, Ste. 140, Duluth, GA 30096 PHONE: (770) 921-7585 | FAX: (770) 921-7590 e-mail: info@piasouth.com | Web Site: piasouth.com

PIA of South Carolina, PO Box 6167, Columbia, SC 29260 PHONE: (803) 772-0557 | (888) 742-6372 | FAX: (803) 772-0846 e-mail: PIASC@piasc.net | Web Site: www.piasc.net

DELAWARE

MISSOURI

SOUTH DAKOTA

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

Missouri Association of Insurance Agents 3315 Emerald Lane, Jefferson City, MO 65109-6878 PHONE: 573-893-4301 | FAX: 573-893-3708 e-mail: mbarton@moagent.org | Web Site: www.missouriagent.org

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

MONTANA

PIA of Tennessee Inc 504 Autumn Springs Court Suite A-3, Franklin, TN 37067 PHONE: (615) 771-1177 | FAX: (615) 771-3456 e-mail: piatn@piatn.com | Web Site: www.piatn.com

FLORIDA PIA of Florida, Inc., 419 N. Lee Street, Alexandria, VA 22314-2353 PHONE: (850) 893-8245 | FAX: (703) 549-5190 e-mail: piafl@piafl.org | Web Site: www.piafl.org

GEORGIA PIA Southern Alliance, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096 PHONE: (770) 921-7585 | FAX: (770) 921-7590 e-mail: info@piasouth.com | Web Site: piasouth.com

PIA Western Alliance, 3205 NE 78th St Ste 104, Vancouver, WA 98665-0697 PHONE: (888) 246-4466 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

NEBRASKA/IOWA

HAWAII

PIA of Nebraska/Iowa, 920 South 107th Avenue, Suite 305, Omaha, NE 68114 PHONE: (402) 392-1611 | FAX: (402) 392-2228 e-mail: cathy@pianeia.com | Web Site: www.pianeia.com

PIA of Hawaii, 1247 Kelewina St. Kailua, HI 96734 PHONE: (808) 261-9460 | FAX: (808) 262-5355 e-mail: piahi@hawaiiantel.net | Web Site: www.piahawaii.com

NEW HAMPSHIRE

ILLINOIS PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

INDIANA PIA of Indiana, 50 E. 91 Street Ste. 207 Indianapolis, IN 46240 PHONE: (317) 899-9200 | FAX: (317) 493-0408 e-mail: info@piaindiana.com | Web Site: www.piaindiana.com

KANSAS Kansas Association of Professional Insurance Agents 216 SW 7th Ave, Topeka, KS 66603 PHONE: (785) 232-4143 | FAX: (785) 232-0272 e-mail: pia@pia.kscoxmail.com | Web Site: www.kansaspia.org

TEXAS PIA of Texas 5605 N. MacArthur Blvd. Suite 1000, Irving, TX 75038 PHONE: (972) 862-3333 | FAX: (972) 307-7888 e-mail: vicki@piatx.org | Web Site: www.piatx.org

UTAH Utah Association of Independent Insurance Agents 4885 S. 900 E., Suite 302, Salt Lake City, UT 84117 PHONE: (801) 269-1200 | FAX: (801) 269-1265 e-mail: mattchild@uaiia.org | Web Site: www.uaiia.org

NEW JERSEY

VERMONT

PIA New Jersey, P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

PIA of Vermont P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

NEW YORK PIA New York, P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

NORTH CAROLINA PIANC, 1059 Technology Park Dr, Glen Allen, VA 23059 PHONE: (804) 264-2582 e-mail: kevin@pianc.net | Web Site: www.pianc.net

PIA of Kentucky, P.O. Box 4205, Frankfort, KY 40604-4205 PHONE: (502) 875-3888 | FAX: (502) 227-0839 e-mail: clemay@piaky.org | Web Site: www.piaky.org

NORTH DAKOTA

PIA of Louisiana Inc. 4021 W. E. Heck Ct., Building K, Baton Rouge, LA 70816 PHONE: (225) 766-7770 | (800) 349-3434 LA only | FAX: (225) 766-1601 e-mail: jody@piaoflouisiana.com | Web Site: www.piaoflouisiana.com

TENNESSEE

PIA of New Hampshire, P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

KENTUCKY

LOUISIANA

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

PIA of North Dakota 827 28th Street South, Suite C-2, Fargo, ND 58103 PHONE: (701) 223-5025 | (800) 733-1050 ND&MN only FAX: (701) 223-9456 | e-mail: info@piand.com Web Site: www.piand.com

VIRGINIA/DC PIA Assn of Virginia & DC 1059 Technology Park Dr, Glen Allen, VA 23059 PHONE: (804) 264-2582 | FAX: (804) 266-1075 e-mail: kevin@piavadc.com | Web Site: www.piavadc.com

WASHINGTON/ALASKA PIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665 PHONE: (360) 571-7100 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

WEST VIRGINIA PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

OHIO

WISCONSIN

MAINE

PHONE: (703) 836-9340 | FAX: (703) 836-1279 email: membership@pianet.org | Web Site: www.pianet.com

Maine Insurance Agents Association 17 Carriage Lane, Hallowell, ME 04347 PHONE: (207) 623-1875 | FAX: (207) 626-0275 e-mail: lisa@maineagents.net | Web Site: www.meiaa.com

PIA of Wisconsin, Inc., 6401 Odana Road, Madison, WI 53719-1126 PHONE: (608) 274-8188 | (800) 261-7429 | FAX: (608) 274-8195 e-mail: phanson@piaw.org | Web Site: www.piaw.org

OKLAHOMA

18 | 2020 V5

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

WYOMING Assoc. of Wyoming Ins. Agents, PO Box 1321, Cheyenne, WY 82003 PHONE: (307) 201-4801 | FAX: (775) 796-3122 e-mail: awia@vcn.com | Web Site: www.awia.com

www.pianet.com | PIA CONNECTION

AGENTS OF

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More quality products, more business.

It’s that simple.

AgentsofProgressive.com

KIM RIHA RIHA, ACCREDITED INSURANCE GROUP | OMAHA, NE

Vehicle insurance is provided by Progressive Casualty Ins. Co. & affiliates. Home and renters policies are provided and serviced by affiliated and third-party insurers who are solely responsible for claims.

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Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com. Follow us at bigdoghq.com.

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