Primary Agent - December 2022

DECEMBER 2022

BRUCE KRAFT REFLECTS ON AGENCY & INDUSTRY CHANGES

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE PROPERTY IN TRANSIT YEAR IN REVIEW

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DECEMBER 2022

CONTENTS FEATURED 10

Q&A WITH BRUCE KRAFT Arbor Insurance Group Principal and IA&B Board Member Bruce Kraft shares his career journey and reflects on agency and industry changes.

> > > > 14 20 JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Twitter.com/IA_and_B YouTube.com IA&B is the premier resource and champion for independent insurance agents in Pennsylvania, Maryland, and Delaware.

Periodical postage paid at Mechanicsburg, PA and at additional mailing offices. Postmaster: Send address changes to Insurance Agents & Brokers, 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055.

Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2022-12, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2022. All rights reserved. No material may be reproduced in whole or in part without written consent of the publisher. The information in this publication is general in nature and 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. We disclaim any responsibility for any decisions or actions by readers. Statements of fact and opinion in Primary Agent are the responsibility of the authors alone and do not imply an opinion on the part of the officers or the members of IA&B. Participation in IA&B events, activities and/or publications is available on a non-discriminatory basis and does not reflect IA&B endorsement of the products and/or services.

2022 YEAR IN REVIEW See a snapshot of the year with highlights and a look at how IA&B is poised to support your agency in the new year and beyond.

MEET THE BOARD OF DIRECTORS Thank you to the volunteer leaders who steer our organization and look out for the best interests of our member agencies throughout Pennsylvania, Maryland, and Delaware.

MONTHLY 2

PRESIDENT'S MESSAGE

3

CLAIRE-IFICATION

4

COVERAGE CORNER

9

NEWS & NOTES

19

PICS & POSTS

23

STAFF PROFILE

25

UPCOMING EDUCATION IABforME.com |

1

PRESIDENT'S MESSAGE

YEAR IN REVIEW It seems repetitive to say it every year – but where has the year gone? It seems we were just planning for the new year, and here we are at the end. Later in these pages, you’ll find a complete summary of the year at IA&B – and it was a busy one. But I’d like to highlight a few items from my perspective: IA&B relocation – At the beginning of 2022, IA&B sold our office, our home, for over 30 years. It’s hard to make such big changes, but having now settled into our new digs, we are the better for it.

The IA&B staff has fully embraced and maximized the remote work environment, allowing us to downsize our office footprint. Time spent on managing a building has been reallocated to delivering member benefits. All told, we can better serve our members in our new location.

Scholarships – You’ll learn more about our scholarship program later in this edition, but the bottom line is that IA&B again gave away over $10,000 in education scholarships this year. One of my annual highlights is announcing these awards and meeting the recipients. This program has gained traction and is recognized in the industry for developing new talent.

Online education – IA&B continues to shift to online education, and I’m proud of how seamlessly our staff has done so. Our members have recognized that our online education is high-quality and convenient.

We will still conduct in-person classes, so insurance professionals can learn and connect in a traditional, classroom setting.

Getting back out – 2022 was the year where we focused on getting back out and meeting members. Ours is a relationship business, and we want to rebuild that rapport with our members. We’ve enjoyed spending time with you in 2022, and look for a lot more in 2023 (including the much-anticipated return of our Futures Conference!).

Strategic planning – As we reflect on 2022, we look forward to what 2023 will bring. As I announced a few months ago, IA&B has undergone a comprehensive strategic planning process in the last half of 2022. We will begin the new year with a long-term plan for the future, one that will ensure our relevancy for our members. Stay tuned for more on this.

191 Main Street, Annapolis, MD 21401 800-998-9644 | IABforME.com

IA&B BOARD OF DIRECTORS OFFICERS Richard M. Rankin, CIC - Chair Murray Insurance Associates, Inc. | Lancaster, PA Sarah Brown, CIC, CRM, AFIS - Vice Chair Keller Brown Insurance Services | Shrewsbury, PA

MEMBERS Greg Bennett

Bill Purdy

Kate Dawson, CPIA

Kent Reynolds, CIC

Andrew Enders, Esq.

Jason Rodriguez

Len Gieseler, LUTCF

Donna Roper

Bruce Kraft, AAI, CIC

Candace Shoupe, AAI, AIC

Shayne McIntosh, CIC

Tara Silfies, CPCU

Chris Miller, CIC

Bob Smyrl, CIC

Michael Papa, CIC, MBA

Michael Thomas

Famous & Spang Associates Aberdeen, MD Ferri Dawson Insurance Murrysville, PA Enders Harrisburg, PA

Evans Hauseman & Richard, Inc. Pottstown, PA Arbor Insurance Group Allentown, PA

JPI Insurance Associates Dillsburg, PA

Miller Insurance Protection Team Jonestown, PA Diversified Insurance Industries, Inc. Hunt Valley, MD

Purdy Insurance Agency, Inc. Sunbury, PA Blue Ridge Risk Partners LLC Hagerstown, MD Prominent Insurance Svcs Wilmington, DE E K McConkey & Company York, PA CBM Insurance Agency New Castle, DE

Hampson-Mowrer Agency, LLC Bethlehem, PA Robert L. Smyrl, Inc. Hatfield, PA Lighthouse Insurance Svcs Gambrills, MD

NATIONAL DIRECTORS

Best,

Mike Ertel (PIA) The Jacobs Company, Inc. | Columbia, MD

Jason F. Ernest President & CEO 2

INSURANCE AGENTS & BROKERS 650 Wilson Lane, Suite 200 Mechanicsburg, PA 17055

DECEMBER 2022

Mark Monroe (IIABA) Griffith Insurance, LLP | West Chester, PA Diana Hornung Hanby (IIABA) IOA National, Inc. | Wilmington, DE

CLAIRE-IFICATION

CLAIRE-IFICATION IA&B Vice President - Advocacy Claire Pantaloni, CIC, CISR Are you a member with a question?

Contact Claire to find the answer at 717-918-9202 or ClaireP@IABforME.com.

QUESTION: Is it permissible for agencies to implement a “no cash” policy for walk-in payments?

ANSWER: In Pennsylvania, the Insurance Department’s position is that an agent cannot refuse to accept cash as payment of premium. The Department’s rationale is that even though there may not be a specific prohibition in the law on refusing to take cash, it is legal tender, and refusing to accept it could cause some issues of timeliness of payment, including lapses or cancellations for non-pay. In addition, because cash payments are sometimes the only option in poorer communities where minorities may be disproportionately represented, it could be perceived as a discriminatory practice or a form of redlining. The Pennsylvania Insurance Department has always considered cash to be an acceptable form of payment, and refusing to take it would be “thin ice” for a producer, according to the Enforcement Division.

Maryland is more flexible. According to the Maryland Insurance Administration, there is nothing in statute or regulation that requires a producer to accept cash payments. As long as the producer is treating all policyholders the same in this regard, they do not view this policy as a problem. In other words, Maryland mainly focuses on consistency of treatment so that the agency does not run into a discriminatory practice issue.

prepaid cards is an acceptable alternative, so long as the device is on the premises, provides a receipt with the amount of cash deposited, does not charge a fee, and the prepaid card is not subject to an expiration date. The law becomes effective Jan, 1, 2023 or sooner if regulations are promulgated before that date.

Delaware’s position has changed in light of House Bill 299, a law enacted in 2022. Under the new law, businesses may not refuse cash payments, except in limited circumstances that would generally not apply to insurance agencies.

Businesses also should not discriminate against individuals paying with cash. The use of machines that convert cash into

This document is not a legal opinion and should not be relied upon as such. The intent of this document is to provide a general background regarding the topic or topics discussed, not to provide legal advice. Producers and agencies should consult an attorney regarding specific situations and specific questions with respect to the topic or topics covered in this document.

Neither the Insurance Agents & Brokers nor any of its employees shall be responsible for any errors or omissions regarding any statements made in this document, nor any errors or omissions regarding any statutes, regulations, court rules, and/or any other government documents cited in this document.

IABforME.com |

3

PROPERTY IN TRANSIT – CHRISTMAS EDITION

By Cathy Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS, TRIP Children the world over wonder how Santa and his team of reindeer manage to deliver so many presents to so many homes in just one night.

Those whose dreams involve insuring agreements and exclusions rather than dancing sugar plums, though, wonder something else.

They wonder, “How would Santa insure all of those toys?”

As a general rule, commercial property forms are fairly grinch4

like when it comes to covering property in transit away from the insured’s premises. In the ISO property program, for example, $5,000 coverage for property in transit applies as an extension in the Causes of Loss – Special Form (CP 10 30 09 17). The property, though, must be in a vehicle owned, leased, or operated by the named insured. There are a few more restrictions – the property cannot be in the care, custody, or DECEMBER 2022

control of a salesperson, and the property must be moving between points in the coverage territory which includes the United States, its territories and possessions, Puerto Rico, and Canada. Limited perils apply to this coverage, but fortunately, vehicle collision, upset, or overturn is one of them.

When it comes to theft, an entire bale, case, or package must be stolen from a securely locked vehicle, and there must be visible

COVERAGE CORNER

marks of forced entry. This extremely limited coverage leaves insureds with no protection should they hire a common or contract carrier to ship goods for them. In the case of Santa, there is an additional problem. Commercial property policies do not cover personal property while airborne or waterborne.

property that are not covered under the Transportation Policy. Examples include art, antiques, jewelry, and precious metals. Separate coverage must be arranged for these types of valuable articles. As was the case with the property policy and the BOP, though, the coverage territory is limited to the US, its territories and possessions, Puerto Rico, and Canada.

Businessowners policies do a slightly better job of covering property in transit. The ISO Businessowners Policy (BP 00 03 07 13), for example, provides $10,000 coverage for personal property off-premises.

Unlike property forms, the BOP includes property in transit in this coverage extension. The property can be in another’s vehicle, and full policy perils apply. Although the BOP does not exclude airborne property, Santa and many businesses will still have problems with the coverage territory which is the same as in the property form.

There is yet another policy to be considered to help Santa and the myriad businesses that ship property internationally – Ocean Cargo. These policies can be written to cover a single shipment or all shipments an insured has during the year.

Coverage is written to cover goods being sent by air and/or by sea and applies to shipments outside the US coverage territory commonly found in property and inland marine forms.

How does one, then, insure property in transit? One of the best options is a Transportation Policy. Using the AAIS Transportation Policy (IM 72 50 04 04) as an example, an insured can include coverage for property being shipped by aircraft, owned vehicles, carriers for hire, or railroads. The insured is able to select separate limits of insurance, as needed, for each mode of transportation.

Coverage applies on an open perils basis (covered unless excluded), but does not include coverage, for example, for employee theft or loss involving spoilage and temperature/ humidity changes. Coverage for the latter can often be added by endorsement if the insured is shipping goods in a refrigerated truck. There are also certain types of

Ocean Cargo doesn’t cover property only while in the air or on watercraft outside the United States. Ocean Cargo coverage can be combined with coverage for domestic and/or international inland transit. This approach covers the property from the time it leaves its original destination (e.g. North Pole) until it arrives at its final destination (e.g.

Cindy Lou Who’s Christmas tree).

Coverage under these policies is broad, with valuation that includes the invoice price of the property plus charges for freight and related costs.

Also included is a factor to cover profit and/or other expenses – 10% is common here.

Regardless of how insureds are getting their property from one point to another, proper coverage should be considered for the exposure. While Santa has the elf-power to easily replace property IABforME.com |

damaged in transit, most insureds are unable to do so without proper insurance coverage.

Til next year!

Cathy Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS, TRIP is IA&B’s commercial lines education consultant. She works with our CIC and CISR programs, as well as our live CE webinars. Catch her at one of our upcoming courses: IABforME.com/education

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FINANCIAL REPORTS

IA&B FINANCIAL REPORTS IA&B maintains a strong combined statement of financial position with $12.8 million in assets, $9.3 million in member equity, and no third-party financed debt. Over $710,000 of net operating income is reflected on the combined statement of activity for the year ended March 31, 2022.

IA&B supports the activities that our members value: effective advocacy, timely compliance resources, and quality education.

We’re over 1,150 member agencies strong across three states. Approximately 250 individuals attended 15 IA&B classes annually, and 8,000 individuals logged into 255 webinars. Additionally, IA&B sells approximately 1,200 policies for insurance coverage of member and nonmember agencies.

This allegiance to IA&B, combined with our carrier partnerships, supports the financial strength of the organization.

The accountants’ review for the fiscal year ended March 31, 2022 is on file at IA&B headquarters. These statements are a summary of that report.

INSURANCE AGENTS & BROKERS COMBINING STATEMENT OF ACTIVITIES March 31, 2022

IAB OF PA Revenues: Membership Dues Professional Training Events & Member Products Publications Royalties & Commissions Consulting Other Total Revenues Expenses: Membership Commission Professional Training Events & Member Products Publications Advocacy Corporate & Management Governance Total Expenses Net Operating Income (Loss) Other Income (Expense): Contributions & interest to designated funds Depreciation & amortization Interest & dividends on cash equivalents Gain on sale of property & Equipment Net investment income (loss) Life insurance income Annuity income Deferred compensation expense Income tax benefit (expense) Total Other Income (Expense) Change in Net Assets

IAB of MD

Combined IAB Associations

DAIAB

343,180 1,083,346 5,663

63,460 200,332 1,047

17,563 55,440 290

748,608

138,432

38,309

2,180,797

403,271

111,602

21,635

4,000

1,107

796,501 2,516

147,290 465

40,762 129

69,163 1,352,656 20,350 2,262,821

12,789 250,134 3,763 418,441

3,539 69,223 1,041 115,801

(82,024)

(15,170)

424,203 1,339,118 7,000 0 925,349 0 0 2,695,670

3,775

698

193

7,916

2,946

120,572 2,582,891 377,972 2,065,883 5,147,318

849,289 3,030 63,648 3,405,197 18,977 4,340,141

(101,393)

164

807,177

164 0

(239,391) 266 1,392,386 19,072 84,707 19,436 653 (603,832) 673,297 1,480,474

51,220

8,614

3,139

4,666 0 58,143 0 0 0 0 62,973

(30,804)

(6,556)

(1,060)

(38,420)

Intercompany Eliminations (1,615)

26,742 0 984,553 3,110 0 85,491 1,672,013 25,154 2,797,063

(4,199)

47,281

IAB Service Group

(23,926) (1,662,896) (1,688,437) (1,036) (4,922) (23,317) (2,072) (777) (1,667,855) (1,699,979) 11,542

Combined IAB 422,588 1,339,118 7,000 96,646 3,508,240 377,972 402,987 6,154,551 25,706 844,367 961,236 4,068 63,648 84,714 3,409,355 44,131 5,437,225 717,326

164 (239,391)

(11,542)

(11,542) 0

4,932 1,392,386 65,673 84,707 19,436 653 (603,832) 724,728 1,442,054

INSURANCE AGENTS & BROKERS COMBINING STATEMENT OF FINANCIAL POSITION March 31, 2022 ASSETS IAB OF PA Cash & Cash Equivalents Cash, Premium Fiduciary Account Accounts Receivable Prepaid Expenses Inventory Inter-corporate Loans, current portion Investments - Mutual Funds & ETFs Total Current Assets

IAB of MD

DAIAB

2,368,940

52,149

254,914

1,287,329 5,403 1,638 152,812 1,939,242 5,755,364

624,707 995 303

184,702 275 84

316,891 995,045

109,212 549,187

Combined IAB Associations

IAB Service Group

2,676,003 0 2,096,738 6,673 2,025 152,812 2,365,345 7,299,596

1,124,411 281,392 1,097,151 43,504

0

562,751

Property & Equipment, net Cash Whose Use is Limited, Board & Donor Designated Inter-corporate Loans, net of current portion Investment in Big I Reinsurance Co. Investment in IAB Service Group Investment in Other Entities Other Assets, Net of Amortization Right-of-Use Asset Cash Value, Life Insurance Present Value, Annuity Contracts Deferred Income Tax Total Other Assets

2,481,556 5,028,014

316,887

316,887

223,787 90,000 486,082

40,000 13,063 276,234 1,125,043 601,085 511,833 2,567,258

Intercompany Eliminations

(2,990,909) (152,812) (3,143,721)

Combined IAB 3,800,414 281,392 202,980 50,177 2,025 0 4,846,901 9,183,889 562,751 316,887

1,116,756

102,013

42,005

223,787 120,000 600,100 0 0 0 0 0 0 1,260,774

(823,887)

0 120,000 0 40,000 13,063 276,234 1,125,043 601,085 511,833 3,566,896

Total Assets

6,872,120

1,097,058

591,192

8,560,370

8,158,023

(3,967,608)

12,750,785

Total Current Liabilities

2,241,212

182,741

3,048,197

1,618,655

(3,143,721)

1,523,131

223,787 214,389 79,713 1,638,564 2,156,453

(223,787)

0 214,389 79,713 1,638,564 1,932,666

100 600,000

(100) (600,000)

102,013

30,000 12,005

(223,787) (600,100)

LIABILITIES & NET ASSETS

Inter-corporate Loans Operating Lease Liability Deferred Tax Liability Retirement Obligations Total Long-term Liabilities

624,244

0

0

0

0 0 0 0 0

Net Assets, Unrestricted Capital Stock Additional Paid-in Capital Designated Funds Undesignated Total Net Unrestricted Assets

316,325 4,314,583 4,630,908

462 472,352 472,814

100 408,351 408,451

0 0 316,887 5,195,286 5,512,173

3,782,815 4,382,915

(600,100)

0 0 316,887 8,978,101 9,294,988

Total Liabilities & Net Assets

6,872,120

1,097,058

591,192

8,560,370

8,158,023

(3,967,608)

12,750,785

IABforME.com |

(223,787)

7

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8

DECEMBER 2022

NEWS & NOTES

NEW PA WORK COMP CLASS CODE The Pennsylvania Compensation Rating Bureau announced a new workers’ compensation classification. Beginning on April 1, 2023, Code 822 will apply to clerical employees who spend over 50% of their time telecommuting.

PCRB.com (see Circular No. 1785)

ANALYSIS OF MD WORK COMP SYSTEM

NFIP FACES (ANOTHER) DEADLINE As this issue of Primary Agent went to print, the National Flood Insurance Program (NFIP) once again faced a lapse. On Sept. 30 – just hours before it was last set to expire – President Biden signed legislation passed by Congress that extended its authorization until Dec. 16, 2022.

This was the latest in approximately 20 last-minute, short-term extensions of the program since its most recent five-year authorization expired in 2017. Stay tuned to Agent Headlines for updates.

The National Council on Compensation Insurance this fall released reports on the Maryland Workers’ Compensation system.

Review them for insights on key cost drivers, loss ratios, loss distributions, and state comparisons.

The Insurance Commissioner in November approved the Delaware Compensation Rating Bureau’s amended rate filing. On average overall, residual market rates will change -19.72% and voluntary market loss costs will change -14.76% on a new and renewal policy basis as of Dec. 1, 2022.

Title of Publication: Primary Agent Publication Number: 0274-9025 Date of Filing: September 8, 2022 Number of Issues Printed Annually: 12 Annual Subscription Price: no subscriptions Complete Mailing Address of the Headquarters or General Business Office of Publisher: 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 Publisher: IA&B Service Group Inc. 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 Editor: Karen Robison 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 Owner: IA&B Service Group Inc. 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes has not changed during the preceding 12 months.

Extent and Nature of Circulation

Avg. No. of Copies Each Issue During Preceding 12 Months

No. Copies of Single Issue Published Nearest to Filing Date

A. Total number of copies

1,284

1,256

1,264

1,206

0

0

0

0

0

0

1,264

1,206

0

0

0

0

0

0

0

0

B. Paid Circulation 1. Mailed Outside-County Paid Subscriptions 2. Mailed In-County Paid Subscriptions 3. Paid Distribution Outside the Mails 4. Paid Distribution by Other Classes of Mail

NCCI.com/articles/pages/ II_STATEADVISORYFORUMSTATE_ MD.ASPX

DE WORK COMP RATES DROP

STATEMENT OF OWNERSHIP, MANAGEMENT, AND CIRCULATION

IA&B UNDERGOES STRATEGIC PLANNING The IA&B Board of Directors and senior staff attended a two-day strategic planning retreat in November. Consultants of Minding Your Business – a firm that focuses specifically on helping associations thrive – led the future-focused discussion. Watch for exciting outcomes to benefit IA&B members in the months ahead.

C. Total Paid Distribution D. Free or Nominal Rate Distribution 1. Free or Nominal Rate OutsideCounty Copies 2. Free or Nominal Rate In-County Copies 3. Free or Nominal Rate Copies Mailed 4. Free or Nominal Rate Distribution Outside the Mail E. Total Free or Nominal Rate Distribution

0

F. Total Distribution

1,264

1,206

G. Copies not Distributed

20

50

H. Total

1,284

1,256

I. Percent Paid

100%

100%

DCRB.com (see Circular No. 1016)

IABforME.com |

9

ON THE COVER

Q&A with

BRUCE KRAFT Bruce Kraft, AAI, CIC is a principal of Arbor Insurance Group, a full-service independent insurance agency based in Allentown, PA. He also serves on the IA&B Board of Directors.

Q. It’s always interesting to learn how people land in insurance. What prompted you to enter the industry?

A. I had a good friend who was working at CNA Insurance and looking for commercial underwriting trainees. I had been working for a finance company and was looking for a different opportunity in order to further my career. Just like many other people, I hadn’t really considered insurance as an option. I ended up spending 13 years at CNA before making the change to the agency side of the business.

Q. After underwriting for a carrier, you made the transition to commercial lines sales at an independent agency. What prompted you to make the switch?

A. After working for a carrier for so many years, I felt that I needed a new challenge. I found that I really enjoy interacting with commercial clients, learning about their businesses, and assisting them with their insurance programs. I learned that so many business owners don’t really understand what they are buying and how it potentially affects their business. I take pride in educating my clients which allows them to make better decisions about their overall insurance program.

Q. You’ve been with Arbor Insurance Group since 2003.

Tell us about the agency and how it has evolved.

A. When I first started at Arbor Insurance Group, the agency was looking to transition and grow. I was tasked with managing the commercial lines division and assisting in that growth. As time went on, I realized 10

that I missed the day-to-day client interaction and transitioned to a full-time producer. Over the last 20 years, the agency has grown substantially. We continue to look for additional opportunities to expand and grow the agency, both organically and through acquisition.

Q. We’re nearly three years past the start of the pandemic. What changes – from an insurance and/or management perspective – appear here to stay?

A. It has been interesting to see how people have reacted to the situation. We continue to do video calls, and in some ways this has been good. In some ways it has not. I miss the face-to-face interactions that occurred daily prior to the pandemic. In my mind there is a time and place for video calls, but it should not replace our common daily interactions. Flexible work schedules – with employees being in the office some days and working from home some days – are here to stay. Everyone wants the flexibility.

Q. What advice would you give to new commercial lines producers just getting their start in the industry?

A. I recommend that new producers take advantage of the educational courses that are available through IA&B. Education is key to their success, and IA&B should be an integral part of that development.

Q. Tell us what keeps you busy outside of work!

A. In my spare time I enjoy golfing, attending sporting events and concerts, and spending time with family and friends.

DECEMBER 2022

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A Note from AgentPAC Contributor Rob Walbeck: “Our industry is governed by state laws, and the best way to educate legislators on the impact of these laws is through AgentPAC. Without your support of AgentPAC, we would be at the mercy of other interested parties, which sometimes have onerous intentions.

Through AgentPAC, we have been able to gain the trust of our legislators, who then count on us to be their trusted advisor when it comes to insurance issues.”

About AgentPAC AgentPAC is IA&B’s state-based, bipartisan political action committee which supports the election of candidates and legislators who understand the issues important to the independent agent and broker community. Support of these candidates who are critical to IA&B’s government affairs work would not be possible without AgentPAC contributions from engaged IA&B members.

Learn more and contribute by visiting: IABforME.com/political_advocacy

IABforME.com |

11

Thank You, 2022 Partners PLATINUM PARTNERS Acuity Erie Insurance Millers Mutual Insurance Penn National Insurance Plymouth Rock Assurance

GOLD PARTNERS Chesapeake Employers Insurance Company Chubb Donegal Insurance Group EMC Insurance Companies Farmers of Salem Forge Insurance Iroquios Mid-Atlantic Group Keystone Insurers Group Inc Liberty Mutual/Safeco MMG Insurance Company Mutual Benefit Group Nationwide Insurance Company Progressive 12

DECEMBER 2022

Thank you to these partners for supporting the independent agency network.

SILVER PARTNERS Accident Fund Insurance Company of America Agency Network Exchange AMERISAFE Amwins Program Underwriters Auto-Owners Insurance Company BBSI Berkshire Hathaway GUARD Insurance Companies Branch Insurance Brethren Mutual Insurance Company Briar Creek Mutual Insurance Company CM Regent Insurance Company

Farmers Mutual Fire Insurance Company of Marble Farmers Mutual Insurance Company of Western Pennsylvania First Choice Agents Alliance LLC Frederick Mutual Insurance Company

Lititz Mutual Insurance Company Millville Mutual Insurance Company National General Openly Pathpoint Pie Insurance

Grinnell Mutual

Rockwood Casualty Insurance

The Hanover Insurance Group

SECURA

Illinois Casualty Company The Insurance Alliance Network J.M. Wilson Johnson & Johnson

Selective Insurance Company TAPCO Underwriters Inc. Travelers Tuscarora Wayne Insurance Company UFG Insurance

Cumberland Mutual

Lackawanna Insurance Company

Westfield Insurance

Eastern Alliance Insurance Group

Lebanon Valley Insurance Company

Windsor Mount Joy Mutual Insurance Company

Interested in becoming a partner? Reach out today.

Tim Wonder, IA&B VP-Membership 717-918-9223 | TimW@IABforME.com IABforME.com |

13

YEAR IN REVIEW

2022 Year in Review This year had uncertain beginnings. There was a collective desire for normalcy. However, the rapid spread of the Omicron variant, reverberations from Russia’s invasion of Ukraine, and soaring inflation threatened to disrupt daily life. And while these were global concerns, they impacted our industry, our businesses, and our clients throughout 2022.

February

At IA&B, we aimed to meet our member agencies where they were in this unstable time. We continued the vital work of legislative and regulatory advocacy. We gradually brought back in-person training and events. And we built upon burgeoning programs to develop and support young talent in the independent agency system.

The following is a snapshot of the year – providing highlights and offering a look at how we’re poised to support your agency in the year ahead and beyond.

Advocated on IA&B members’ behalf in Harrisburg, Annapolis, and Dover while all three state legislatures were in session.

January

Pictured: IA&B VP-Advocacy Claire Pantaloni meets with State Sen. Chris Gebhard (who is also an independent agent and IA&B member) at the Pennsylvania Capitol Building.

March

JAN. 11 Awarded insurance education scholarships for IA&B member agencies to send individuals to CIC, CISR, and CE courses. Plus, provided licensing study scholarships for aspiring insurance producers.

14

MARCH 4 Hosted a Young Agents’ Virtual Roundtable for IA&B members to connect, trade ideas, and find camaraderie in small-group discussions.

DECEMBER 2022

YEAR IN REVIEW

April

June

APRIL 28 Participated in the Big “I” Legislative Conference in Washington, D.C., where IA&B members from Pennsylvania and Delaware met with federal lawmakers.

JUNE 2 Partnered with Awkward Insurance Podcast Host Dustyne Bryant to host “Match Made in Insurance: Producers & Their Account Managers” – a virtual discussion for young agents on how to build strong working relationships.

Pictured, IA&B members and staff at the U.S. Capitol Building (l to r): Diana Hornung Hanby, Shayne McIntosh, Claire Pantaloni, John Savant, Mark Monroe, Valerie Gunn, and Greg Gunn

May JUNE 8 Protected insurance agents who do business with legal, cannabis-related establishments in Pennsylvania from criminal prosecution or regulatory penalties. IA&B worked directly with state lawmakers to draft legislation and then with Senate Insurance Chairman John DiSanto who filed the Cannabis Banking & Insurance Act as an amendment to House Bill 331. It passed and was then signed into law in early July.

MAY 19 Joined with Trusted Choice (the consumer-facing brand of the Big “I”) to support Make-A-Wish Greater Pennsylvania & West Virginia’s 19th Annual Grapevine fundraiser.

Pictured, IA&B members representing Trusted Choice (l to r): Katie Zurawka, Amber Patterson, Carina Burns, Kate Dawson, Alexis Burns IABforME.com |

Pictured (l to r): State Sen. John DiSanto, IA&B VPAdvocacy Claire Pantaloni, IA&B Government Affairs Director John Savant, and IA&B Member Andrew Enders

Continued on page 16 15

YEAR IN REVIEW

September

July

JULY 21 Hosted 19 interns from seven member agencies and three carrier partners for IA&B’s inaugural Intern Day. The half-day event included a young agent panel discussion with IA&B Members Shayne McIntosh and Alexandra Yeity, as well as presentations on the cyber market from IA&B Member Matthew Knowles and the evolution of insurance from Agents Council for Technology Executive Director Chris Cline.

SEPT. 15 Received two Diamond-level Excellence in Insurance Education Awards from the Independent Insurance Agents & Brokers of America (the Big “I”). This marked the sixth consecutive year that IA&B received this top-tier recognition.

Pictured (l to r): Jason Ernest, IA&B President & CEO , and Jessica McWIlliams, IA&B Sr. Director of Education & Events

August

AUG. 9-10 Hosted our first hybrid James K. Ruble Graduate Seminar, with in-person and live-streaming participants.

AUG. 23 Hosted a live complimentary webinar for IA&B members – Interpreting P&C Insurance Trends – during which industry expert Paul Buse dissected the latest state-specific P&C Market Share Report.

To view the report and webinar, go to IABforME.com/ member-resources.

16

DECEMBER 2022

YEAR IN REVIEW

SEPT. 19 Announced recipients of the fall 2022 IA&B Insurance Education Scholarships. These included individual scholarships for full CIC and CISR designations, as well as member agency scholarships for CIC and CISR courses, CPIA seminars, and CE webinars.

SEPT. 21 Hosted IA&B Crab Feast after a two-year, pandemic hiatus.

Nearly 100 attendees gathered at Boondocks Restaurant in Smyrna, DE.

October

November

Celebrated talent in the independent agency system by recognizing three Young Agent Award winners and six Young Agent Movers & Shakers. Learn more about the winners by going to IABforME.com/about/agent-award Pictured, Young Agent Award Winners Dave Rivell, of Element Risk Management (PA); Jennifer McClure, of Diversified Insurance Industries (MD); and Kyle Brasure, of Wilgus Associates Inc. (DE) IABforME.com |

Pictured (l to r): Lee Dotson, of Bellevue Insurance Services (DE), and Steve Burnett, of CBM Insurance Agency (DE).

NOV. 3 Hosted a complimentary webinar for IA&B member agency management – Trends Driving the PostPandemic Workplace. Karen DiGioia, IA&B’s contracted HR consultant, discussed how the pandemic impacted the office and changed workers’ priorities, as well as the resulting adjustments required by employers.

To watch the webinar or view the slides, go to IABforME.online/HR.

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PICS & POSTS LinkedIn.com/company/IA_and_B

Facebook.com/IABforME

YouTube.com

Twitter.com/IA_and_B

19

IABforME.com |

BOARD OF DIRECTORS

Greg Bennett

Sarah Brown, CIC, CRM, AFIS IA&B Service Group Vice Chair

Famous & Spang Associates Aberdeen, MD

Keller Brown Insurance Services Shrewsbury, PA

Shayne McIntosh, CIC JPI Insurance Associates Dillsburg, PA

Richard M. Rankin, CIC IA&B Service Group Chair Murray Insurance Associates, Inc. Lancaster, PA

Chris Miller, CIC Miller Insurance Protection Team Jonestown, PA

Kent Reynolds, CIC Blue Ridge Risk Partners Hagerstown, MD

Bob Smyrl, CIC Robert L. Smyrl, Inc. Hatfield, PA 20

Kate Dawson, CPIA Ferri Dawson Insurance Group Murrysville, PA

Jason Rodriguez

Prominent Insurance Services Wilmington, DE

Michael Thomas Lighthouse Insurance Services Gambrills, MD DECEMBER 2022

2 0 2 2- 2023

Andrew Enders, Esq.

Len Gieseler , LUTCF Evans Hauseman & Richard, Inc. Pottstown, PA

Enders Harrisburg, PA

Michael Papa, CIC, MBA

Bill Purdy Purdy Insurance Agency, Inc. Sunbury, PA

Diversified Insurance Industries, Inc. Hunt Valley, MD

Donna Roper McConkey Insurance & Benefits York, PA

Bruce Kraft, AAI, CIC Arbor Insurance Group Allentown, PA

Candace Shoupe, AAI, AIC Clark Baffone & Matthew Insurance Agency New Castle, DE

Tara S. Silfies, CPCU Hampson-Mowrer Agency, LLC Bethlehem, PA

N AT I O N A L D I R EC T O R S PIA Mike Ertel The Jacobs Company, Inc. Columbia, MD

IIABA (DE) Diana Hornung Hanby IOA National, Inc. Wilmington, DE

IABforME.com |

IIABA (PA) Mark Monroe

Griffith Insurance LLP West Chester, PA

21

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STAFF PROFILE

Get to Know …

Keith Foster, CPA Chief Financial Officer

Years with IA&B: 8

Role at IA&B: As Chief Financial Officer, my responsibilities include overseeing and supporting the daily activities of the accounting department, preparing internal financial statements, and providing financial information to staff and the board of directors. I also coordinate the preparation of our CPA firm-prepared annual financial statements and tax returns for our three non-profit companies and one forprofit company. I oversee banking and investment activity and work closely with the professionals at those institutions.

Additionally, I serve as a trustee of our 401K plan and participate in plan design, administration, and form 5500 preparation.

Best part of your job: I like the diversity of work involved in the CFO position. I also enjoy working with the staff, as well as the wonderful members who serve on the board of directors. These individuals truly strive to support the best interests of our members and the industry.

Favorite sports team: I grew up in Western Pennsylvania, so my favorite professional sports teams hail from Pittsburgh (Steelers, Penguins, and Pirates). I follow some Penn State sports and cheer on teams at my alma mater, Indiana University of Pennsylvania. Go, Crimson Hawks!

What keeps you busy outside of work?

I enjoy spending time with my three kids, their spouses, and my three grandchildren. During the past few baseball seasons, a couple of friends and I have attended baseball games at different MLB stadiums. To date, I’ve enjoyed seeing games in 12 of the 30 stadiums, mostly here in the northeast.

Now we have to venture south and west!

You can reach Keith at: 717-918-9211 KeithF@IABforME.com

IABforME.com |

23

Thank you for your business & Happy New Year.

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IA&B works on your behalf to ensure that state legislators and regulators understand the issues affecting agents.

YOUR FINANCIAL SUPPORT AMPLIFIES YOUR MESSAGE. Contact Bill Hunt at WAHVE today!

Bill.Hunt@wahve.com • 646-807-4372 ext. 3757 *Mention your IA&B membership for a discount on set-up fees.

24

Please consider contributing. More information at IABforME.com/political_advocacy

DECEMBER 2022

EARN CE WITH IA&B

WELCOME NEW MEMBERS Tunlar Agency Hawley, PA Insurance Protection and Services Landover, MD

E D U C AT I O N SCHEDULE DECEMBER 2022 Register today! 800-998-9644, option 1 IABforME.com/education

NEW PARTNER

IN-PERSON CLASSES ARE BACK! DATE TOPIC

Lititz Mutual Insurance Companies

Dec 13

For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

PRIMARY AGENT Editor: Karen Robison KarenR@IABforME.com 800-998-9644, ext. 606 Contributing editors: Jennifer Ross Megan Fioretta Sarah Jacoby Sales Account Executive: Laura Gaenzle laura.gaenzle@theygsgroup.com 717-430-2351

CISR - Personal Lines Miscellaneous

LOCATION Mechanicsburg, PA

LIVE WEBINARS DATE TOPIC

TIME

Dec 1

That’s Personal: Home & Auto Exposures Your Insured Doesn’t Share (and Why That’s Bad)

9 AM-12 PM

Dec 1

Agent’s E&O: Duties, Best Practices, Operations, Workflows, & Certificates

1-4 PM

Dec 6

CISR - Life & Health Essentials

8AM-3:45PM

Dec 6

Flood Insurance, FEMA, and the NFIP

9 AM-12 PM

Dec 6

Chris Amrhein’s “Adventures in Aging”: Social Security and Other Retirement Income Solutions

1-4 PM

Dec 7

CISR - Personal Lines Miscellaneous

8AM-3:45PM

Dec 7

Hour w/ Nicole: Personal Umbrella Issues & Answers

2-3 PM

Dec 8

More Money, More (Insurance) Problems? Mastering P&C Coverage for the Affluent Market

9 AM-12 PM

Dec 8

Why Good People Do Bad Things: A Deep Dive Into Agency Ethics

1-4 PM

Dec 13

Employment Practices Liability - A Coverage No Business Can Afford to Be Without

9 AM-12 PM

Dec 13

Personal & Commercial Lines Endorsements: Some Good, Some That Really Stink

1-4 PM

Dec 14

CISR - Elements of Risk Management

8AM-3:45PM

Dec 15

Homeowners in Real Life: Tales of Claims & Coverage

9 AM-12 PM

Dec 15

Growing Good Insurance: Using Property & Liability Endorsements to Fortify Farm Risks

1-4 PM

IABforME.com |

25

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