Primary Agent - December 2022

TRUST

Wehr,

david.wehr@grinnellmutual.com.

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.

INSURANCE

| IABforME.com

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

Famous & Spang Associates Aberdeen, MD

Kate Dawson, CPIA

Ferri Dawson Insurance Murrysville, PA

Andrew Enders, Esq. Enders Harrisburg, PA

Len Gieseler, LUTCF

Evans Hauseman & Richard, Inc. Pottstown, PA

Bruce Kraft, AAI, CIC

Arbor Insurance Group Allentown, PA

Shayne McIntosh, CIC

JPI Insurance Associates Dillsburg, PA

Chris Miller, CIC

Miller Insurance Protection Team Jonestown, PA

Michael Papa, CIC, MBA

Diversified Insurance Industries, Inc. Hunt Valley, MD

Bill Purdy

Purdy Insurance Agency, Inc. Sunbury, PA

Kent Reynolds, CIC

Blue Ridge Risk Partners LLC Hagerstown, MD

Jason Rodriguez

Prominent Insurance Svcs Wilmington, DE

Donna Roper

E K McConkey & Company York, PA

Candace Shoupe, AAI, AIC

CBM Insurance Agency New Castle, DE

Tara Silfies, CPCU

Hampson-Mowrer Agency, LLC Bethlehem, PA

Bob Smyrl, CIC

Robert L. Smyrl, Inc. Hatfield, PA

Michael Thomas Lighthouse Insurance Svcs Gambrills, MD

NATIONAL DIRECTORS

Mike Ertel (PIA)

The Jacobs Company, Inc. | Columbia, MD

Mark Monroe (IIABA)

Griffith Insurance, LLP | West Chester, PA

Diana Hornung Hanby (IIABA)

IOA National, Inc. | Wilmington, DE

2 DECEMBER 2022

CEO

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.

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

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.

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

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

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.

with

regarding

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 grinch-

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

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

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.

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.

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

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.

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.

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

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

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.

Revenues:

Membership Dues 343,180 63,460 17,563424,203 (1,615)422,588

Professional Training 1,083,346200,332 55,4401,339,118 1,339,118

Events & Member Products 5,663 1,047 290 7,000 7,000

Publications 0120,572(23,926)96,646

Royalties & Commissions 748,608138,432 38,309925,3492,582,891 3,508,240

Consulting 0377,972 377,972

Other 02,065,883(1,662,896)402,987

Total Revenues 2,180,797403,271111,6022,695,6705,147,318(1,688,437)6,154,551

Expenses:

Membership 21,635 4,000 1,107 26,742 (1,036)25,706

Commission 0849,289 (4,922)844,367 Professional Training 796,501147,290 40,762984,553 (23,317)961,236

Events & Member Products 2,516 465 129 3,110 3,030 (2,072) 4,068 Publications 0 63,648 63,648

Advocacy 69,163 12,789 3,539 85,491 (777)84,714

Corporate & Management 1,352,656250,134 69,2231,672,0133,405,197(1,667,855)3,409,355

Governance 20,350 3,763 1,041 25,154 18,977 44,131

Total Expenses 2,262,821418,441115,8012,797,0634,340,141(1,699,979)5,437,225

Net Operating Income (Loss) (82,024)(15,170)(4,199)(101,393)807,177 11,542717,326

Other Income (Expense):

Contributions & interest to designated funds 164 164 164

Depreciation & amortization 0(239,391) (239,391) Interest & dividends on cash equivalents 3,775 698 193 4,666 266 4,932

Gain on sale of property & Equipment 01,392,386 1,392,386

Net investment income (loss) 47,281 7,916 2,946 58,143 19,072(11,542)65,673

Life insurance income 0 84,707 84,707

Annuity income 0 19,436 19,436

Deferred compensation expense 0 653 653

Income tax benefit (expense) 0(603,832) (603,832)

Total Other Income (Expense) 51,220 8,614 3,139 62,973673,297(11,542)724,728

Change in Net Assets (30,804) (6,556) (1,060) (38,420) 1,480,474 0 1,442,054

Cash & Cash Equivalents 2,368,940 52,149 254,914 2,676,003 1,124,411 3,800,414

Cash, Premium Fiduciary Account 0 281,392 281,392 Accounts Receivable 1,287,329 624,707 184,702 2,096,738 1,097,151 (2,990,909) 202,980 Prepaid Expenses 5,403 995 275 6,673 43,504 50,177 Inventory 1,638 303 84 2,025 2,025

Inter-corporate Loans, current portion 152,812 152,812 (152,812) 0

Investments - Mutual Funds & ETFs 1,939,242 316,891 109,212 2,365,345 2,481,556 4,846,901

Total Current Assets 5,755,364 995,045 549,187 7,299,596 5,028,014 (3,143,721) 9,183,889

Property & Equipment, net 0 562,751 562,751

Cash Whose Use is Limited, Board & Donor Designated 316,887 316,887 316,887

Inter-corporate Loans, net of current portion 223,787 223,787 (223,787) 0

Investment in Big I Reinsurance Co. 90,000 30,000 120,000 120,000

Investment in IAB Service Group 486,082 102,013 12,005 600,100 (600,100) 0

Investment in Other Entities 0 40,000 40,000

Other Assets, Net of Amortization 0 13,063 13,063

Right-of-Use Asset 0 276,234 276,234

Cash Value, Life Insurance 0 1,125,043 1,125,043

Present Value, Annuity Contracts 0 601,085 601,085

Deferred Income Tax 0 511,833 511,833

Total Other Assets 1,116,756 102,013 42,005 1,260,774 2,567,258 (823,887) 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

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

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.

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

DE WORK COMP RATES DROP

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.

DCRB.com (see Circular No. 1016)

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.

STATEMENT OF OWNERSHIP, MANAGEMENT, AND CIRCULATION

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

B. Paid Circulation

1. Mailed Outside-County Paid Subscriptions 1,264 1,206

2. Mailed In-County Paid Subscriptions 0 0 3. Paid Distribution Outside the Mails 0 0 4. Paid Distribution by Other Classes of Mail 0 0

C. Total Paid Distribution 1,264 1,206

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.

D. Free or Nominal Rate Distribution

1. Free or Nominal Rate OutsideCounty Copies 0 0

2. Free or Nominal Rate In-County Copies 0 0 3. Free or Nominal Rate Copies Mailed 0 0 4. Free or Nominal Rate Distribution Outside the Mail 0 0

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%

Q& A with BRUCE KRAFT

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

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.

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.

LEADER OF THE

Harford Mutual Insurance Group is a Ward’s 50 ® top-performing property-casualty insurance company for the second consecutive year.

2022 & 2021

“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.”

We partner with independent agents to insure restaurants, contractors, mercantile, and other commercial entities.

Insuring Opportunity through Mutual Success.

HarfordMutual.com 800.638.3669

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

A Note from AgentPAC Contributor Rob Walbeck:

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

Cumberland Mutual

Eastern Alliance Insurance Group

Farmers Mutual Fire Insurance Company of Marble

Farmers Mutual Insurance Company of Western Pennsylvania

First Choice Agents Alliance LLC Frederick Mutual Insurance Company

Grinnell Mutual The Hanover Insurance Group Illinois Casualty Company

The Insurance Alliance Network J.M. Wilson

Johnson & Johnson

Lackawanna Insurance Company

Lebanon Valley Insurance Company

Lititz Mutual Insurance Company

Millville Mutual Insurance Company

National General Openly Pathpoint Pie Insurance Rockwood Casualty Insurance SECURA Selective Insurance Company

TAPCO Underwriters Inc. Travelers

Tuscarora Wayne Insurance Company

UFG Insurance Westfield Insurance

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

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.

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.

January

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.

February

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

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

MARCH 4

Hosted

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

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.

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

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

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.

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.

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

July

September

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.

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.

October

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)

SEPT. 21

Hosted IA&B Crab Feast after a two-year, pandemic hiatus. Nearly 100 attendees gathered at Boondocks Restaurant in Smyrna, DE.

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

November

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.

Facebook.com/IABforME LinkedIn.com/company/IA_and_B

Twitter.com/IA_and_B YouTube.com

BOARD OF DIRECTORS

Sarah Brown, CIC, CRM, AFIS IA&B Service Group Vice Chair Keller Brown Insurance Services Shrewsbury, PA

Greg Bennett Famous & Spang Associates Aberdeen, MD

Kate Dawson, CPIA Ferri Dawson Insurance Group Murrysville, PA

Shayne McIntosh, CIC JPI Insurance Associates Dillsburg, PA

Chris Miller, CIC Miller Insurance Protection Team Jonestown, PA

Jason Rodriguez Prominent Insurance Services Wilmington, DE

Michael Thomas Lighthouse Insurance Services Gambrills, MD

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

Kent Reynolds, CIC Blue Ridge Risk Partners Hagerstown, MD

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

2022-2023

Michael Papa, CIC, MBA Diversified Insurance Industries, Inc. Hunt Valley, MD

Donna Roper

McConkey Insurance & Benefits York, PA

Candace Shoupe, AAI, AIC

Clark Baffone & Matthew Insurance Agency New Castle, DE

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

Andrew Enders, Esq. Enders Harrisburg, PA

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

Bill Purdy Purdy Insurance Agency, Inc. Sunbury, PA

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

PIA Mike Ertel The Jacobs Company, Inc. Columbia, MD

NATIONAL DIRECTORS

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

IIABA (PA) Mark Monroe Griffith Insurance LLP West Chester, PA

“Let me consult my crystal ball.”

SAID NO AGENT EVER.

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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!